The LDL Blog | Sales

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  • 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.

  • selling peach

    How To Sell Against Competition

    9 December 2014

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

  • resistance

    8 Ways To Build Your Resilience

    5 November 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.

  • sales table

    Bring More To The Table Than Just A Sale

    20 October 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.

  • better selling

    Four Core Steps To Better Selling

    16 October 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.

  • power of selling

    The Power Of One In Selling

    13 October 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?

  • sales

    Are You A Master Of Sales Follow-Up?

    30 September 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.

  • change your mindset

    Nothing Great Was Ever Achieved Without Enthusiasm

    12 August 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.

  • do it now

    Train yourself to DO IT NOW!

    29 July 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.

  • objection handling

    The Danger Point In Objection Handling

    15 July 2014

    Many salespeople still regard objection handling as vital. If only they had better answers to objections their results would quickly improve. This emphasis is misplaced. It doesn’t matter how brilliantly an objection is answered, it has still created a gap between buyer and seller at the end of the presentation.

  • advanced sales skills

    Advanced Selling Skills – Adding Value

    12 June 2014

    ‘A premium return to the customer is all the justification you need to require a premium investment’ says Mack Hanan in Key Account Selling.

  • sales tractor

    Pre-Handling Sales Objections

    28 May 2014

    Consider this dialog: John’s lawnmower packs up one Sunday afternoon, so he goes around to his neighbour to ask if he can borrow his.

  • mo farah

    Mo Farah: What An Inspiration

    15 April 2014

    One of the most enduring images of the 2012 Olympics has to be that of the ecstatic face of Mo Farah as he crossed the finish line to win his second gold medal of the competition and so secure the 5000m and 10,000m double. A feat only achieved by 5 people in the history of the Olympic Games.

  • light bulbs

    Help Your Customer Choose Between Suppliers

    22 March 2014

    It is always advantageous to view the sales process through the buyer’s eyes.

    Once the buyer decides they have a requirement, which they want to fix, they then move to the evaluation of options stage – put simply – they have decided they are going to buy but they have NOT yet decided who from.

  • laws planets

    The Laws of Success – Part II

    3 March 2014

    Gravity-2

    Here is Part II of the Laws of Success. Straightforward but unbreakable principles, which have helped thousands of people in every walk of life, to achieve their potential.

  • laws of success

    The Laws of Success – Part I

    20 February 2014

    No matter where you are on the planet, the law of gravity applies — it’s in you, it’s around you, it’s part of you. It’s a law of nature — a physical law, and it cannot be broken.

  • team selling training

    Why Team Selling Is The Way Forward

    4 February 2014

    The more people from both supplier and customer who are involved in building the relationship, the stronger it becomes. It’s a team effort.

  • sales positioning

    Understand the (Almost Magical) Power of Positioning in Sales

    13 January 2014

    Positioning means how you are perceived by your market place. Your most valuable asset is your reputation: it acts as a magnet for new business leads. Customers will choose you because of your reputation – that’s the real value of fame.

  • nelson mandela

    The Secret Of Nelson Mandela’s Ability?

    12 December 2013

    Barack Obama speaking at Nelson Mandela’s memorial service said “And while I will always fall short of Madiba’s example, he makes me want to be a better man”. What a fantastic example of Mandela’s ability to inspire.

  • selling training

    Selling Is THE Preeminent Skill

    17 August 2013

    Today everyone sells; not just outside the organisation but within it as well. The ability to persuade and influence is part of everyone’s job. Whether you are selling, negotiating, marketing, advertising, coaching, leading, managing or speaking in public, you are persuading others to accept your ideas. Selling is the preeminent skill.

  • sales questions

    Sales Probing Questions

    14 June 2013

    Here’s an exercise you can use to come up with useful probing questions. Think of one of your current customers and brainstorm the potential problems/issues they might have (and the opportunities they would like to realise). Choose areas you know your product or service can help solve. Make a list of them.

  • overcome challenges

    How To Overcome Reluctance

    13 May 2013

    I remember how hard it was to make those initial calls early in my career. I used to sit there staring at the phone. I’d pick it up and think, ‘No way, I can’t call. He won’t want to speak to me. I’ll feel an idiot.’ So I’d put the phone down again.

  • key account management

    Key Account Management – Cover The Bases. Part 2

    27 March 2013

    Successful Key Account Managers know the importance of building a wide network of contacts within their accounts. Part 1 looked at the financial buyer who will sign off the funding for the purchase, let’s now look at some of the other key players:

  • key account management

    Key Account Management – Cover The Bases. Part 1

    23 March 2013

    To succeed in key account management we must make lots of contacts and talk to lots of people within the account. One of the ways customers reduce risk is to ensure that as many of their people as possible are in favour of the decision.

  • be determined

    Be Determined

    21 February 2013

    Let people sense your strong will to succeed. You communicate with your words, your appearance, your manners, but especially with your sense of purpose. Certainty is more persuasive than charm. In business as in sport, the person who wins is usually the one who wants it the most.

  • listening business

    Are You Fascinated By What People Have To Say?

    17 November 2012

    The more you listen, the more you are fascinated by what people have to say, the more they will like you, trust you and want to do business with you.

  • business call

    Give The Impression You Want The Business

    25 October 2012

    This sounds obvious, but it is much deeper than it appears. When we are dealing directly with buyers, we have to learn how to sell ourselves effectively. Giving your customer the impression you really want their business can be very persuasive.