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 PeopleA couple of years ago, we introduced you to a Christmas survival guide – using the wonderful Insights Discovery model to suggest how different personalities might best copy with the hustle and bustle of shopping for presents. This year we focus on how we can best celebrate with a little tipple – a cocktail that […]
View Post celebration, Christmas, Christmas drinks, cocktails holidays, Insights DiscoveryOne 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, TriggersI 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 Upwards