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Posts tagged "Sales"

Home» Posts tagged "Sales"

Top Tips for Selling on Value in 2019

Posted on June 21, 2019 by Greenbank in Professional services firms, Sales No Comments

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, Sales

Handling Objections: Feel – Felt – Found

Posted on June 20, 2019 by Greenbank in Coaching, Learning and Development, Project Management, Sales, Training

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 Training

Having Value Based Sales Conversations

Posted on May 25, 2019 by Greenbank in Sales No Comments

“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 Sales

Negotiating from a position of strength

Posted on March 19, 2019 by Greenbank in Coaching, Learning and Development, Project Management, Sales, Training

Negotiating 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 Training

Selling to different customer ‘types’

Posted on October 15, 2018 by admin in Coaching, Learning and Development, Performance management, Sales, Training No Comments

One 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, Value

Making every interaction count!

Posted on October 12, 2018 by admin in Performance management, Personal Development, Sales, Training No Comments

A 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, Value

10 Tips for Successful Price Increase Conversations

Posted on October 3, 2018 by Greenbank in Negotiation, Sales, Training No Comments

Even 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, Value

3 ways to protect your margin

Posted on April 25, 2017 by admin in Negotiation, Professional services firms, Project Management, Sales No Comments

When I talk to commercial leaders they frequently focus on the issue of margin. And that’s not surprising – arguably, it’s one of the most important ways in which businesses can protect their profitability, long-term growth and ultimately marketplace survival. Without healthy margins, profitability drops. Without profitability, no business has a future. But although those […]

View Post Business Development, High margin, Negotiation, Sales

Is your sales organisation really ready for 2017?

Posted on February 14, 2017 by admin in Coaching, Leadership, Performance management, Sales, Training No Comments
Throughout 2016, we’ve had the pleasure to talk regularly to sales leaders across the world about what are the best ‘levers’ to pull, in order to create high-performing sales teams.  It’s probably no surprise that there isn’t a single magic ingredient — it’s a powerful combination of people and processes, of planning and partnership, of [...]
View Post Leadership, Sales, sales audit, sales performance, sales strategy

Why salespeople need to be ‘sincerely curious’

Posted on October 7, 2016 by admin in Sales No Comments

It’s often easy as a salesperson to make assumptions about what buyers are really looking for.  It’s much more powerful though when you experience it yourself! As some of you reading this will know, Judith and I have recently moved our home and office from the green fields of Surrey to the urban delights of […]

View Post Differentiation, Empathy, Sales, Trust
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