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, ValueIt’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, TrustIf you are looking for a different, powerful approach to leadership which could transform your organisation check out this article by our colleague Wendy Lambourne. Based on extensive research, originally focussed on management in South African gold mines the Schuitema Care and Growth model with its emphasis on trust has lessons for everyone who aspires […]
View Post Legitimate leadership, Organisational development, TrustWhether you are a consultant, a sales person, a project manager or a manager, there will be times when it is both commercially useful and personally rewarding to develop a ‘Trusted Advisor’ relationship with somebody. If you have been fortunate enough to have had a trusted advisor yourself of course, you will know the benefits […]
View Post Trust