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 TrainingWhy 360o feedback is a vital leadership tool If your goal is to make your organisation more successful, you first need to make your people more effective, but of course the million-dollar question is how do we do that? From our experience, a big part of the answer is helping people, especially anyone in a […]
View Post Leadership, Leading Millennial PeopleLeading 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 PeopleOne 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, ValueUnderstanding how to communicate across cultures is an absolutely indispensable skill. Do you work with colleagues and customers from around the world whether face to face, by mail or tele-conferencing? The answer is probably ‘yes’ as more and more of us need to connect and work well with a whole range of people from different […]
View Post Cross-cultural, diversity, global, international teams, LeadershipMy 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’re approaching the time of the year when many of us are turning our thoughts to that annual festival of giving, receiving and then giving again: Christmas. If we do mark this holiday, while some of us enjoy the hassle and hustle of present seeking, others would rather run anywhere than to the shops. So, […]
View Post Insights, Learning and development, Personality typesThe Importance of employee engagement I recently spent a great day with an international group of HR leaders, where a big focus was on their role in developing greater employee engagement and motivation – especially during times of increasing change. They all understood the vital impact of employee engagement – or lack of it – […]
View Post Employee Engagement, HR leaders