How do you know what’s important to your client?

By Reena

Do you know what’s important to your clients? Do you ask effective questions to discover a need? Do you make assumptions? Do you ask questions that serve your purpose? Do you ask questions that serve your client? Regardless of your industry and what you sell, learning what’s important to your client and identifying a need…

Cold calling, some people love it, most don’t.

By Reena

“I can spend 4 hours calling people and not make a human connection with anyone.”   I read this statement in a Humans of New York story and was inspired to reach out to the person featured in the story and share a cold call framework. This person was running for congress and trying to raise funds…

7 types of sales people. Which one are you?

By Reena

7 types of sales people is a workshop I facilitated for sales reps in a call center. It was session which encouraged agents to understand their sales approach and how it was linked to their results. Some people really enjoyed the workshop, a small group found it very confronting and challenged their beliefs. In any…

Selling to a goal

By Reena

Selling involves the exchange of information, which then leads to an exchange of a product or service. There are many components to a sale, including the sales conversation, which should be about discovering a customers needs and goals. This is achieved through using effective questioning, listening and clarifying, amongst other things. It’s important that you…