The LDL Blog



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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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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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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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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The Danger Point In Objection Handling

Posted on July 15th, 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.

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Advanced selling skills

Advanced Selling Skills – Adding Value

Posted on June 12th, 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.

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Pre-Handling Sales Objections

Posted on May 28th, 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.

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Mo Farah

Mo Farah: What An Inspiration

Posted on April 15th, 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.

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People Buy People First

Posted on April 11th, 2014

‘People buy people first and whatever else second’ is one of the timeless skills of selling. We rarely run a sales training session without including it. However many sellers fail to appreciate just how far reaching the skill can be.

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Help Your Customer Choose Between Suppliers

Posted on March 22nd, 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.

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The Laws of Success – Part II

Posted on March 3rd, 2014


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.

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The Laws of Success – Part I

Posted on February 20th, 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.

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Team selling

Why Team Selling Is The Way Forward

Posted on February 4th, 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.

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Sales target

Understand the (Almost Magical) Power of Positioning in Sales

Posted on January 13th, 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.

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Nelson Mandela

The Secret Of Nelson Mandela’s Ability?

Posted on December 12th, 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.

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sell yourself

Selling Is THE Preeminent Skill

Posted on August 17th, 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.

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Probing sales questions

Sales Probing Questions

Posted on June 14th, 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.

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Overcome challenge

How To Overcome Reluctance

Posted on May 13th, 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.

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key accounts

Key Account Management – Cover The Bases. Part 2

Posted on March 27th, 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:

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key account management

Key Account Management – Cover The Bases. Part 1

Posted on March 23rd, 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.

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Be Determined

Posted on February 21st, 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.

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Are You Fascinated By What People Have To Say?

Posted on November 17th, 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.

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Give The Impression You Want The Business

Posted on October 25th, 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.

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Consultative Sales Training – Ask For Referrals

Posted on October 17th, 2012

Something that never ceases to amaze me is the effort that many organisations direct towards getting new business while overlooking their existing client base. That’s crazy – it’s like filling a bucket that has a hole in it.

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Top performer

Decide To Be A Top Performer

Posted on October 14th, 2012

Many people start a new job or their job description changes and they have the attitude, ‘I’ll wait and see whether or not this job comes up to my expectations.’

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Consultative Sales Training – The Vital Ingredient

Posted on September 14th, 2012

The ability to convince yourself of your potential is the greatest selling skill of all. To win more business with this approach, one of the questions you must ask yourself is: ‘Am I a two- or three dimensional salesperson?’

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Positive attitude

Protect Your Positive Mindset

Posted on July 11th, 2012

Protect your attitude in sales and leadership roles

The laws of aerodynamics tell us that the bumble bee cannot fly. Its wings are too small, it’s too heavy, it has insufficient muscle and it’s the wrong shape. Technically there is no known way that a bumble bee can get off the ground. But fortunately, no one has told the bees and they carry on flying around.

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