Sales Skills & Tactics
Sales Skills & Tactics is all about tactical, “how-to” advice for front-line sales professionals. It breaks down the core components of the sales process into actionable skills, covering everything from prospecting and discovery to negotiation, champion validation, and closing. While Sales Methodologies covers the overarching framework, this category zooms in on the specific skills needed to execute that framework effectively.
The Psychology of Selling: Buyer Motivation and Trust
Explore buyer uncertainty, trust and the limits of persuasion. Keep sales conversations grounded in what the customer says and evidence they can examine.
Handling Sales Objections: Listen, Clarify and Respond
Handle sales objections by understanding the concern before responding. Use questions, evidence and a clear next step to assess whether the issue is resolved.
What Does Handling Objections Mean in B2B Sales?
Understand what objection handling means in B2B sales, why customers raise concerns and how to clarify the issue before deciding what response is useful.
Handling Objections During the Selling Process
Handle objections during the selling process with clear records, owners and follow-up. Verify answers and keep unresolved concerns visible in the opportunity.
Price Objections: Questions to Ask Before Discounting
Clarify whether a price objection concerns budget, value or an alternative offer. Discuss the customer's reasoning before changing the price or scope.
Customer Objections: Understanding and Responding
Work through customer objections with a clear listening and response process. Record recurring concerns and use them to improve future sales conversations.
Sales Rebuttals: Responding to Common B2B Objections
Approach sales rebuttals as a conversation about the customer's concern. Clarify objections, offer relevant evidence and learn from patterns in lost deals.
Objection Handling: A Practical B2B Sales Process
Use an objection handling process to understand concerns, respond with relevant information and check the result. Review common B2B objections and follow-up.
What Makes a Good Sales Presentation?
Build a sales presentation around the customer's situation, supporting evidence and the decision at hand. Leave room for questions and agree what happens next.
Business Pitch Examples: Choosing a Suitable Format
Compare business pitch formats, from a short introduction to a detailed presentation. Choose a structure that suits the audience and the decision you seek.
Rapport in B2B Sales: Listening and Trust
Explore listening and questioning practices for building rapport in B2B sales. Understand the customer’s situation and follow through on your commitments.
How to Build Rapport With Customers Over the Phone
Build rapport on customer calls through preparation, listening and a natural tone. Use relevant questions and clear follow-up to maintain the connection.
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