Skills blog

Build credibility in sales
Build Your Credibility – Key Steps To Becoming The Preferred Seller

The biggest complaint customers have about salespeople is that they seem to know very little about their business, and make no attempt to learn more. Conversely the highest compliment a customer can give you is, ‘You understand our business.’

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How to Close The Sale in today's market
How To Close The Sale In Today’s Market

It is flattering to imagine that you can sell in such a way that the customer ends up asking you for the business, rather than you needing to ask them. But people rarely bite immediately on hearing a pitch – you have to ask. With the introduction of all the ‘new’ ways of selling especially […]

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4 Laws of Motivation
How Motivated Is Your Team?

As a manager in today’s hybrid and increasingly turbulent economy, it is useful to step back and think about how motivated the individuals in your team are. Without motivation, the product doesn’t matter, and the idea doesn’t matter – because no one will be motivated to take any action. On our management training courses, we […]

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What is your sales positioning?
What Is Your Sales Positioning?

How are you perceived by your target market? That’s ‘positioning’. 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 your brand

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Confidence
Confidence

Whether you are in sales or management, confidence is the key ingredient that will allow you to succeed. When your confidence goes up, your competence goes up. People who believe in themselves put more into the task at hand and persist longer, increasing their chance of success. Learning new sales or management skills alone is […]

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3 Keys To Virtual Selling Best Practice
3 Keys To Virtual Selling Best Practice

Selling has changed. 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?

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What's your value proposition?
What’s Your Value Proposition?

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

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Management - can you inspire those around you?
Can You Inspire Those Around You?

As a modern manager, your ability to inspire those around you and improve their results will set you apart. It will accelerate your career perhaps more than any other factor. Recognising that your most precious possession is the people who work for you, and having the ability to draw out the best

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Should you use team selling?
Should You Use Team Selling?

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

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