Welcome to the LDL Blog

The Intern movie

Leadership Lessons In Mentoring – ‘The Intern’

Posted on November 12th, 2015

Starring Robert de Niro and Anne Hathaway, comedy drama The Intern was released in cinemas across the UK in October. ‘The intern’ of the film, Ben Whittaker (de Niro) is a 70-year-old widower growing restless in retirement who decides to apply as a senior intern at an online fashion site founded and run by thirty-something entrepreneur Jules Osten (Hathaway).

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The Energy Bus book

The Energy Bus – Book Review

Posted on October 3rd, 2015

Since it was first published, millions of people worldwide have read The Energy Bus. Overall, it is a good read: well-written and light-hearted, The Energy Bus introduces the importance of positivity to anyone wishing to get more out of their life and work.

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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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Success is caught

Success Isn’t Taught, It’s Caught

Posted on September 15th, 2015

Your ability to get going rubs off on other people and boosts their performance. No question. The more energised, joyful and alive you feel, the more energised, joyful and alive those around you will feel – just as a result of working with you.

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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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negotiation

Is That Negotiable?

Posted on June 2nd, 2015

Imagine you sell telecommunications solutions and you are making your final presentation to the board of a call centre provider.

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positivity at work

Positivity Lifts Results

Posted on May 19th, 2015

New research in psychology and neuroscience has confirmed a hard link between mindset and success. Positivity in the workplace produces measureable results.

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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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Neurochemistry In Leadership

Posted on February 6th, 2015

One person tells you something kind and respectful, another person says something critical and negative. Which will you remember longest?

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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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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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The Power of Encouragement

Posted on November 21st, 2014

Do you perform better when you receive encouragement? So does everyone. Part of your job as a leader is to encourage those around you.

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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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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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Give People a Good Listening To

Posted on October 15th, 2014

Leadership is about building emotional intelligence. A key attribute of this is the ability to listen and learn from others.

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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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Fun at work

Fun Is A Great Business Lubricant

Posted on September 8th, 2014

Focused leaders set high goals and are intolerant of shortfalls. That’s normal. However beware the trap of everyone feeling pressured and no longer enjoying themselves.

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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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Objectives

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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Balance

16 Ways To Inspire Your Team

Posted on June 3rd, 2014

Inspirational leaders are able to energise those around them irrespective of their job title. Here are 16 immediately actionable ways to help you get the very best from your team.

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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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Leader

Do You Always Lead By Example?

Posted on May 5th, 2014

Whether you manage 2 or 200 people, you lead first by example. Realise that if you lead others, it’s show time all the time. Everything you do and say contributes to how others will act.

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