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, 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, ValueSimon Sinek’s brilliant Ted Talk video ‘Start with Why’ has been viewed by more than 13 million people. If your role involves selling or marketing and you haven’t watched it yet then this could be a great investment of 20 minutes of your time – certainly many of your clients will have seen it! Alternatively […]
View Post Marketing communications, Selling, Simon Sinek, Start with whyWe all know that the best salespeople ask more questions and listen better than average… but just what does the most famous Greek philosopher ever bring to the party? There are literally hundreds of different books suggesting the latest way to do this, with ever-imaginative acronyms to stick in your mind…. Given this, it was […]
View Post Questioning, Selling, Socrates