The LDL Blog

Sales

Return on Investment for sales training

ROI For Sales Training

Posted on December 12th, 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.

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Selling effectively

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

Posted on October 4th, 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 Read More

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assertive communication

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

Posted on May 4th, 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 Read More

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trust in sales

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

Posted on December 8th, 2017

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.

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Presentation Skills Training

Presentation Skills Training – A 3 Step Structure for any Presentation

Posted on September 15th, 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.

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Customer service training

Customer Service – 3 Tips to Drive Customer Satisfaction

Posted on July 7th, 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 Read More

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closing a sale

3 Ways To Close The Sale

Posted on May 31st, 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 – Read More

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closing still counts

Consultative Sales Training – Closing Still Counts

Posted on April 24th, 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.’

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Sales skills for entrepreneurs

Sales Skills for Entrepreneurs and Start-Ups

Posted on November 8th, 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 Read More

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Making telephone appointments

Making The Appointment

Posted on October 8th, 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.

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LinkedIn

How To Write A Good Linkedin Profile

Posted on October 2nd, 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!

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social media for business

Why Social Media is Good for Business

Posted on September 6th, 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.   Read More

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Storytelling sales

Storytelling in Sales – 4 Steps to Craft a Compelling Narrative

Posted on August 19th, 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 Read More

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Muhammad Ali

3 Lessons In Greatness From Muhammad Ali

Posted on June 19th, 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 Read More

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Confidence

How To Strengthen Your Confidence

Posted on October 1st, 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.

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Win new business

3 Keys To Winning New Business

Posted on August 26th, 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.

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personal leadership

The Habit of Personal Leadership

Posted on July 13th, 2015

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.

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stay focused

Focus on the Outcome

Posted on June 16th, 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.

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Credibility-200x135

Build Credibility – Be a Specialist

Posted on April 1st, 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.

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Price crumbling

Don’t Be A Price Crumbler

Posted on March 3rd, 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.

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Solution selling

Are You Selling Solutions?

Posted on January 25th, 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.

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Risk-200x135

How Well Do You Reduce Risk When Selling?

Posted on January 20th, 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.

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Sell against competition

How To Sell Against Competition

Posted on December 9th, 2014

When you cut away the layers selling against competition, comes down to one core concept – Sell The Difference.

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Conflict

8 Ways To Build Your Resilience

Posted on November 5th, 2014

Resilient people in leadership and sales roles cope well with high levels of pressure and bounce back quickly from setbacks. Resilient people cope well when the going gets tough.

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Blogs-200x135

Bring More To The Table Than Just A Sale

Posted on October 20th, 2014

Imagine your business in five years’ time. Assume you have six new competitors all offering the exact same product at a similar price. These organisations have set up in your vicinity and market themselves in a similar way. Competition is massive.

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Four steps to better selling

Four Core Steps To Better Selling

Posted on October 16th, 2014

To better understand the structure of the sale it is useful to visualize a conceptual black box. This black box has four separate controls. It’s portable and weighs about three pounds. At the start of every sale you take it out and begin by turning control ‘1’. You continue to turn it until you get the desired reaction.

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one-in selling

The Power Of One In Selling

Posted on October 13th, 2014

If you’re like most people, you target your sales efforts on the relevant departmental manager: head of IT, head of manufacturing, head of finance. However, if one of these managers has a proposal that requires funding, who is their only source of funds?

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Sales follow up

Are You A Master Of Sales Follow-Up?

Posted on September 30th, 2014

Successful sales managers know that the sales person who masters follow-up, masters selling. Just like a golf or tennis shot, the power is in the follow-through.

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Enth-200x135 (1)

Nothing Great Was Ever Achieved Without Enthusiasm

Posted on August 12th, 2014

How we say things is often more important than what we say. Communication and energy cannot be separated. Communication is an inside-out process.

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Do-it-now-200x135

Train yourself to DO IT NOW!

Posted on July 29th, 2014

People who procrastinate miss things; they may be late for an appointment, they may miss a train, but more importantly they may miss an opportunity that could change their lives for the better.

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