The LDL Blog | Sales

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  • What's your value proposition?

    What’s Your Value Proposition?

    14 July 2022

    It’s a fact of life, no one out there in your market has any interest in your products, your services, or your company. They don’t care what you offer. They really don’t. Instead people are interested in THEIR business, in solving THEIR challenges, in learning new ways THEY can operate

  • Should you use team selling?

    Should You Use Team Selling?

    11 April 2022

    In current B2B sales, have you ever noticed that more people tend to be involved on the buyer’s side? There are often multiple influencers, multiple blockers, and multiple helpers. No two sales are going to be the same. To minimise risk, the key thing your customer is looking for is

  • How to avoid giving discounts in sales

    How to Avoid Giving Discounts

    21 February 2022

    In sales have you ever been asked for a discount or had a client pushback on price? In this video Robin Fielder, LDL Founder, shares a proven framework that will transform your approach. Next time it happens you will know exactly what to do.

  • Skill for new salespeople

    One Skill Every New Seller Should Use

    10 December 2021

    To succeed in sales you must really want the business. This sounds obvious, but it is much deeper than it appears. Giving your customer the impression you will go the extra mile, you really want their business can be very persuasive. Think about your own experiences. Time and again if people have gone to great

  • People buy people first in sales

    People Still Buy People First

    11 October 2021

    People buy people first, and whatever else second. This is one of the timeless principles of selling and it hasn’t changed in today’s hybrid world. If people don’t feel they can work with you, if they don’t feel comfortable or trust you, they will usually not tell you – but they will buy from someone else.

  • 3 Keys To Virtual Selling Best Practice

    3 Keys To Virtual Selling Best Practice

    5 September 2021

    In response to the pandemic selling has changed, perhaps forever. Virtual sales meetings are now being used by almost everyone. Surveys confirm many buyers prefer it. But this poses the question – When everyone is selling on screen how can you stand out and differentiate yourself? What is best practice?

  • Use Questions Not Reasons When Selling

    Use Questions Not Reasons When Selling

    21 June 2021

    For your customer, it’s not your product that is exciting, it’s the fixing of THEIR ISSUE that makes the product exciting. If everyone has great products and services then competition shifts from who has the best product to who can best improve the customer’s operations, and that’s what you need to be thinking about. To

  • Virtual-presentations-blog-post

    Virtual Presentation Skills Training

    13 April 2021

    Back in the tumultuous days of March 2020, our resident presentation skills team were wondering how to adapt the LDL Presentation Skills programme to the new remote working environment. At the time, we didn’t know if the transition to remote learning would be a temporary, or a permanent change. A year later, it seems like

  • Mind Game of Selling

    The Mind Game of Selling

    24 March 2021

    Top salespeople know it’s the mind game that makes or breaks them, especially in the new normal. Timothy Galway in his inner game books says, the theory of the inner game is that our performance is dependent on our state of mind, therefore the real game is to get into the right frame of mind and hold ourselves there.

  • 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 incentives, constant change and many other challenges?

  • 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 general unease around travel and group meetings make it less than ideal. While some may adopt a ‘wait and see’ approach, for others the solution is LIVE virtual instructor-led training (VILT).

  • 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