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Learn to Ask Better Sales Questions | jaconsulting.co.uk

One of the things that always surprises me in our work in complex sales is the response to this question – ‘have you ever been taught a commercial questioning tool?’

Become a Better Listener | jaconsulting.co.uk Man's face with finger to mouth to stay quiet

Are you REALLY listening to your clients, or just waiting to speak? After all, you are going to be valued as an adviser for your knowledge and expertise in your specialist area of complex sales, aren’t you? Yes…but no!

A large group of people - delivering value

I talked previously about the importance of talking about value and how it must be phrased in terms of business outcomes. Here we expand on the work we’re delivering for a leading global professional services firm and how we deliver value for them.

Dealing with procurement webinars & workshops

What is it that any team dealing with procurement – especially when it’s a complex sale – needs to know? We’ve brought together some of our tips from the last year to explore this very question.

When my cycling buddy rang to see if I wanted a ride over the weekend, he was surprised when I answered no!! I never turn down the opportunity for a cycle, so why did I?

Dealing with Procurement from JA Consulting

Lots of salespeople, be they junior or very senior, shy away from engaging with procurement. Maybe they view them as some sort of ogre. They aren’t, they are human beings. However, their agenda is very different to that of the salesperson. You need to get ready for the right conversation.