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.
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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.
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Neurochemistry In Leadership
6 February 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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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.
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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.
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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.
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The Power of Encouragement
21 November 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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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.
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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.
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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.
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Give People a Good Listening To
15 October 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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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?
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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.
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Fun Is A Great Business Lubricant
8 September 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
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.
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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.
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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.
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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.
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16 Ways To Inspire Your Team
3 June 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
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.
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Do You Always Lead By Example?
5 May 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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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.
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Be A Progressive Thinker
5 April 2014
Leaders think progress. Believe in progress. Push for progress. Everything around us is growing. We can’t stand still, we can either move forwards with it or drop back. It is impossible to be in business today, use yesterday’s skills and expect to be in front tomorrow.
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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.
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What’s it like to work in your culture?
20 March 2014
You may have the best skills and processes in the world but if the attitude is missing your team will not reach peak performance. Leadership, at its heart, is about leading attitudes. And remember, anyone who is responsible for the performance of others is a leader.
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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.
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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.
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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.
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Inspire Others – Spend Freely With Your Soft Currency
14 January 2014
Most people in this country go to bed hungry, not for food, but for praise. Recognition is one of the most underused motivational tools so voice your appreciation of good work and give positive feedback wherever possible.
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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.
