“Buyers are treating us as a commodity” “Its all about Price, Price, Price” “We aren’t competitive at that price point” Given how often we have heard these statements over the last few years, I would be surprised if they were not common phrases within your sales team.- even in complex sales, we find that customers […]
View Post coaching, Sales, Value propositionAs with any ‘difficult conversation’ it’s important to prepare properly for these types of meetings – anticipating objections and developing tactics to explain why the increase is fair and reasonable can help both your own self-confidence and deliver the end result you are looking for. So – ask yourself these questions… How can you explain […]
View PostOver the last few months, we’ve talked to over a hundred buyers, salespeople and leaders about the challenges they are facing since face-to-face meetings have become difficult or even impossible. Despite virtual meetings now becoming the norm there is little doubt that sales calls over Zoom or Teams present significant new challenges – particularly when you are trying […]
View PostIn our recent conversations with sales leaders we keep hearing two compelling, yet seemingly conflicting, trends – especially from clients selling high value professional services, SaaS software or indeed any complex solution: Everybody knows you need sales teams to be more consultative in their sales approach – understanding in depth each prospect’s specific business pain-points […]
View Post Virtual Coaching, Virtual Selling, Virtual Training, Virtual WorkshopsEven though many sales teams and their customers are gradually returning to the office, regular face-to-face interactions are probably many months off. The Covid-19 ‘compelling event’ has forced organisations to rapidly change their business approaches and most organisations have found that they can survive perfectly well with a more flexible approach. Indeed, many are currently […]
View Post Virtual Coaching, Virtual Selling, Virtual Training, Virtual WorkshopsWherever you are in the world, there are plenty of reasons for customers to either delay buying decisions or focus on solely price when choosing suppliers. In the UK, we have the dreaded Brexit of course, but the world generally is an uncertain place this year! So, not surprisingly there are 2 key questions that […]
View Post Law, Project management, SalesAvoiding 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 Training“Buyers are treating us as a commodity”, “It’s all about price, price, price”, “we don’t have anything unique”…..given how often we have heard these statements over the last few years, I’d be surprised if these were not also common phrases around coffee machines in your B2B sales department…. There is no such thing as a […]
View Post SalesNegotiating 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 People