The LDL Blog | Sales

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  • 3 Ways To Build Your Leadership Resilience

    18 January 2021

    The great philosopher Mike Tyson famously said, “Everybody has a plan until they get punched in the mouth”. Well, Covid has been a punch in the mouth for many of us. It has made leading a team harder than ever before. How do you lead when you can’t see your people, when you have reduced

  • How To Use Your ‘Meta Differentiators’ To Increase Sales

    11 November 2020

    As an experienced seller you will know how important it is to sell the difference to your customer. To succeed in a competitive market, where products and services are becoming more alike, you need to know what your differentiators are and how they benefit your customer. Often referred to as USPs, these differentiators exist in

  • Virtual Instructor-Led Training (VILT) – A New Way To Train Your Team

    1 July 2020

    Traditional face-to-face (F2F) training has always been the default option for learning. It’s engaging, it’s interactive, and done well it’s enjoyable. But in today’s environment it’s difficult. Travel restrictions, uncertainty over social distancing and general unease around group meetings make it a non-starter. The solution is VILT – Virtual Instructor Led Training.

  • 3 Keys To Virtual Selling Best Practice

    3 Keys To Virtual Selling Best Practice

    15 May 2020

    In response to social distancing selling has changed, perhaps forever. Virtual sales meetings, typically using Zoom or MS Teams, are now being used by almost everyone. Virtual selling is the new normal. But this poses the question – If everyone is selling on screen how can you stand out and differentiate yourself? What is best practice?

  • Win More Sales With ROR

    6 November 2019

    You know about ROI – return on investment, but what about ROR – return on relationship? As products and services become more and more alike your customers are no longer buying product leadership. They are buying a trusted consultant.

  • Is This Disease Harming Your Sales?

    11 September 2019

    Do you believe in the value of what you sell? If you were asked that question I’m sure you would reply very positively. The trouble is, when we are involved with the same product or service week after week, month after month, year after year, our belief tends to become sterile.

  • Personal Leadership Is Where It Begins

    17 July 2019

    Leadership is how you get the best from people. Personal leadership is how you get the best from yourself. What’s that phrase? If you can’t lead you, please don’t try and lead me.

  • Trust is Fundamental to Modern Selling – 4 Principles to Get You There

    22 May 2019

    Trust is fundamental to modern selling. To be a successful salesperson in today’s market you must sell not only solutions, but advice, confidence and dependability. You must be totally reliable to deal with in every respect. That’s what becoming ‘a trusted consultant’ is all about.

  • What If Your Sales Differentiators Are Elusive?

    19 March 2019

    Selling against competition is all about selling the difference: what is so special about your product or service and what do these ‘differences’ mean to your customer? But this is relatively conventional wisdom. It poses the question – what do you do when your differentiators are elusive – when your product or service is pretty

  • Want To Make Larger Sales?

    24 January 2019

    Like most salespeople, you probably started out making relatively small sales. You worked hard learning about your products or services and how to sell them. You worked on yourself and achieved significant success. But you now want to make larger sales.

  • ROI For Sales Training

    12 December 2018

    Most companies have a sales team. They make calls, organise meetings, speak with prospects, and aim to hit monthly targets. And most of the time, they do fine. Sufficient guidance can be provided internally, by line managers or more experienced team members.

  • Take the Side of Your Customer: Consultative-Partner Selling and the Stakeholder Approach

    4 October 2018

    We recently published a longer than usual, but hopefully interesting blog which asked the question: ‘what is a good organisation?’ A difficult question to answer conclusively, but on the blog we used the stakeholder model to suggest that while a good organisation will inevitably mean different things to different people, an organisation that aims to

  • What’s Your Communication Style? 4 Tips To Increase Effectiveness

    4 May 2018

    When communicating with others, whether colleagues or clients, on the job, in meetings, or on the phone, we all tend to stick to our habits. But often those habits are unhelpful. Perhaps we rarely take the opportunity to speak up and give voice to our views and opinions – finding it difficult for example to

  • Presentation training

    Presentation Skills Training – A 3 Step Structure for any Presentation

    15 September 2017

    Three decades of management and sales training have convinced us that there is one skill any high potential must master – become an effective presenter and speaker. Nothing, but nothing, will build your confidence more effectively.

  • customer service training

    Customer Service – 3 Tips to Drive Customer Satisfaction

    7 July 2017

    “Don’t promise what you can’t deliver”. This might be the most important principle of effective customer service. Because there is quite simply nothing more frustrating than finding out that something does not live up to your expectations. Take the recent Hollywood blockbuster La La Land for example. Now you were probably aware of all the

  • close the sale training

    3 Ways To Close The Sale

    31 May 2017

    Building on the discussion of closing in our previous blog post, in this post we are going to share with you three simple ways to close the sale. Remember: closing is not old hat! With the introduction of all the ‘new ways of selling’ some of the basic building blocks are being overlooked – leaving salespeople

  • closing still counts sales training

    Consultative Sales Training – Closing Still Counts

    24 April 2017

    Some people say that in the era of consultative-partner selling, closing is no longer necessary. An article recently published in a management journal quoted a trainer who wrote, ‘Forget about those closing techniques.’

  • start up sales training

    Sales Skills for Entrepreneurs and Start-Ups

    8 November 2016

    In today’s high-tech age, many entrepreneurs and start-ups do not think sales skills are particularly important. The idea is that a product or service should be good enough to sell itself, and if it isn’t – if you need to invest in ‘sales skills’ – then you should probably go back to the drawing board or

  • telephone selling skills

    Making The Appointment

    8 October 2016

    You have a lead. How do you get through to the decision maker or key influencer and make the appointment? No matter how you sourced the lead, it pays to plan the call, not just to have a stab at it.

  • linkedin for sales

    How To Write A Good Linkedin Profile

    2 October 2016

    You may or may not be a social media aficionado but to be an effective salesperson or modern manager you must know how to write a good LinkedIn profile. 238 million professionals are members and it was only founded in 2003!

  • social media smartphone

    Why Social Media is Good for Business

    6 September 2016

      Social media is hard to ignore – it’s everywhere. People use it to communicate, to share, to speak with their friends, to build their networks, to seek recommendations, to follow and make decisions around brands. It doesn’t look set to go anywhere soon – the number of reported social media users was up 10% last year.  

  • netflix sales storytelling

    Storytelling in Sales – 4 Steps to Craft a Compelling Narrative

    19 August 2016

      According to many of the world’s most pre-eminent cognitive scientists, an appetite for storytelling is hard-wired into the human brain. From ancient legends and heroic folk tales to modern-day TV boxsets, we humans have been telling each other stories for thousands of years. And as new research has shown, we don’t do it simply

  • 3 Lessons In Greatness From Muhammad Ali

    19 June 2016

    Perhaps the greatest sporting icon of the twentieth century, Muhammad Ali deserves to be remembered around the world for his flying fists and indomitable persona. “Muhammad Ali was the greatest” wrote Barack Obama in one of the more significant tributes to the late superstar athlete: “He shook up the world, and the world is better

  • strengthen confidence training

    How To Strengthen Your Confidence

    1 October 2015

    We each have two voices in our head – one says you’re great, you’re having a good day. The other says you’re going through a weak patch, you’re not at your best. Which is the stronger? The one you feed.

  • 3 Keys To Winning New Business

    26 August 2015

    You’re involved in a major sales pitch. After months of work you’re told, with regret, that you have not won the business.

  • focus

    Focus on the Outcome

    16 June 2015

    In sport, the performing arts and business, focus is essential, but what exactly is focus? Focus is a quick form of mental preparation. To use it, simply lock your mind on to the picture of the outcome you want.

  • specialist

    Build Credibility – Be a Specialist

    1 April 2015

    What do you bring to the table? The more you specialise in an industry, the better sense you will have of the problems and opportunities that can be uncovered.

  • price crumbling

    Don’t Be A Price Crumbler

    3 March 2015

    So you have identified a potential customer, built rapport with them and used your sales skills to get them to want to buy from you. But once they have decided to buy, they turn their attention to getting the best deal, the best price, the best terms. They start to negotiate.

  • solution selling

    Are You Selling Solutions?

    25 January 2015

    Since time immemorial, converting features into benefits has been ground zero for sales skills. But it’s no longer enough. Your customers have heard it all before and they’ve stopped listening.

  • selling group

    How Well Do You Reduce Risk When Selling?

    20 January 2015

    Are you a safe supplier? Buying is a risky business. If you want to persuade customers to buy your solution, you must first convince them that the risk of doing so is low.