Wherever 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 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, ValueA simple, but highly effective model that might just transform your life… How often do we sit in a meeting (obviously organised by somebody else…) and think “why am I here and just what am I getting from it?” When you walk away at the end of the interaction still none the wiser, do you […]
View Post Communication, Meetings, Presentations, Sales, Sales Training, Selling, Trust, ValueEven the most confident among us have had to fight back our nerves when faced with telling a customer about a price increase.…. Over the last few months we’ve worked with sales teams who have been given this daunting task and have now pulled together a handy guide to make these conversations both more comfortable and effective! We’ve […]
View Post Communication, Negotiation, Sales, Sales Training, Selling, Trust, ValueWe all need to occasionally phone somebody up who we have not met before with aim of securing a meeting. Maybe if telemarketing is your day-job, this is an everyday occurrence! But perhaps you are: Leading a start up company A partner in a professional services firm A salesperson with a new business responsibility An […]
View Post Cold Calling, Sales Training, Telemarketing, Triggers