The SALESPERFORMER section presents critical information for people on the front lines in any selling role. Through a simple ‘How To’ approach, straight from the mouths of the country’s leaders in the field, the aim is to allow Sales Performers to boost their ability to make sales now.

Selling Skills: Prospecting by driving around

Selling Skills: Eight biggest prospecting mistakes
Prospecting is hard enough without you making these elementary mistakes. Learn these and become a master of this critical sales tool.

Selling Skills: People buy from people. Would you buy from you?
Great enthusiasm is contagious and the higher the degree of enthusiasm you can bring to the fore, the deeper the impact you will have.

Selling Skills: How to structure your sales meeting
Selling Skills: Ask the Experts
We tap into the great minds of David Cook, head of sales at iBurst; Paul Berry, Gauteng sales and contract manager at Waltons; and Gavin Meyer, sales director at Itec North, and put your questions to them.

Selling Skills: Why NO is better than Maybe
A finite answer is always better than staring into a black hole of anticipation. Use these tips to get your customer to make up their minds. Even if the answer is NO.

Selling Skills: Two ears and one mouth. Why?
Sales is about listening. Asking questions and then allowing the prospect to give you elaborate answers. Without that, you could be missing the point.

Selling Skills: Cheesy sales benefits close prospects' ears
Do you use lines that imply your product is the “deal of the century” or the “chance of a lifetime”? Here is why your customers don’t believe a word you are saying.

Selling Skills: Maximise your opportunities
Don’t waste your time chasing down prospects that aren’t going to buy; don’t waste your time calling when you know they are less likely to be receptive, and other tips.

Selling Skills: How giving can become getting
What goes around, comes around, and nothing impresses your customers more than a sense that they are getting more than they bargained for.

Selling Skills: Sales Anecdotes
Great stories you can tell your customers or that simply provide you with something to mull over. How sales has worked in exceptional situations and how those can work for you.