by Sian Wood | May 1, 2023 | Classic, Sales
The normal rules of selling appear to be relaxed for tradespeople. Consumers have long understood that manual trades quote for their own business and are not salespeople. It’s acceptable to arrive at the end of the day, in work clothes and with the muck of the day’s... 
by Sian Wood | May 1, 2023 | Classic, Sales
Are your customer’s missing out because you won’t ask for the order? You could be doing your potential customer a disservice by not asking for their business. Too often small businesses miss out on orders because they don’t like to ‘close’. Worse than that that, the... 
by Sian Wood | Dec 31, 2022 | Classic, Latest, Mindset, Sales
Adaptations During Consultations The brain is hugely complex, but we don’t need to fully understand neuroscience to be aware of it and its effect on our behaviour. Knowing a bit about heuristics is helpful in understanding how we and our customers process information.... 
by Sian Wood | Aug 23, 2022 | Classic, Sales
A major purchase starts with rational justification – windows may be old and let out heat, a conservatory for extra space, doors hang off in the kitchen, and a fitted bedroom may be the most effective way to gain extra storage. They are expensive and involve... 
by Sian Wood | Aug 23, 2022 | Classic, Sales
Confidence Before Body Language Sales trainers make a big deal about body language, which is important but using proactive, deliberate body language is very hard to master. You have enough to think about when you are with a potential customer so until you have a good... 
by Sian Wood | Jun 5, 2022 | Classic, Sales
In positioning yourself as an expert, whether representing your own business or someone else’s, it’s important to have a basic understanding of what happens to your customer’s deposit. The subject doesn’t need to be brought up but often your customer will state a...