Avoiding and Handling Tricky Sales Objections If our work with sales teams around the world is anything to go by, customers haven’t yet stopped giving you reasons why they don’t want to buy from you…and we are regularly asked for ways to address objections during our sales programmes. Tip 1: Heading objections off at the […]
View Post Leadership, Learning and development, Negotiation, Sales, Sales TrainingNegotiating from a position of strength Participants in our win-win negotiation programmes, often state that their main objective for attending the programme is that they want to feel ‘stronger’ in a negotiation. In this short blog article we aim to provide some quick hints and tips to allow you to walk in to a negotiation […]
View Post Leadership, Learning and development, Negotiation, Sales, Sales TrainingLeading talented people is challenging. Managing Generation Y (‘Millennial’) people – typical those between the ages of 18 and 25 – has many managers frustrated and confused! From discussions with a wide range of leaders who attend Greenbank programmes they often talk about needing a different approach with the latest generation of team members. One […]
View Post Leadership, Leading Millennial PeopleIn our increasingly demanding business climate, one of the Leadership Styles we are seeing more and more of is ‘Pacesetting’ – where busy leaders hope to drive their team’s performance by demonstrating exactly how they want things to be done – and hoping that others will be inspired. We hear seemingly positive phrases such as […]
View Post coaching, DelegationOne of the differences we have noticed in our conversations with sales managers over the last few years, is that there is a real acceptance that the ‘one-size-fits-all’ approach to selling simply doesn’t work anymore – not unreasonably, customers and prospects have increasing expectations that a salesperson should tailor their pitch to them. This can […]
View Post Communication, Meetings, Presentations, Sales, Sales Training, Selling, Trust, ValueMy people want to learn and be developed! Training budgets are tight – or non-existent! My team need to share more and support each other! We need to share best practice across teams! All of these are things that I frequently hear from managers and HR professionals. So I have good news! We have been […]
View Post Action learning, Fly-on-wall, Making training stick, on-the-job trainingI can almost guarantee that when coaching or running workshops on the topic of leadership and influence that I am asked 2 questions about this! Let’s start with the first question… ‘Why should I manage my own manager?’ When I am asked this, I often refer back to the classic Harvard Business Review article: “Managing Your […]
View Post coaching, Leadership, manager, Managing UpwardsWe all want respect in our lives. Self-respect – and the respect of others, especially those who we look to for leadership and direction. After all why would anyone willingly follow someone who they don’t respect or feel respected by? It all sounds like common sense but in our busy, challenging lives it can be […]
View PostBy José Luis Anzizar, Graphic Facilitator with an introduction by Ian Hirst, Greenbank CEO In November, we were running a Sales Leadership workshop in Brazil with 21 motivated, enthusiastic salespeople and leaders from across South America – the LatAm leg of a regular 5-day programme that we run with a wonderful client of ours. For […]
View Post Graphic facilitator, VUCA