Welcome to the LDL Blog

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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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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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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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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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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Be A Progressive Thinker

Posted on April 5th, 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

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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Culture at work

What’s it like to work in your culture?

Posted on March 20th, 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

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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Inspire others

Inspire Others – Spend Freely With Your Soft Currency

Posted on January 14th, 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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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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Give praise

How Well Do You Give Praise?

Posted on November 30th, 2013

Do you perform better with encouragement? So do your people.

Genuine appreciation from you, the manager can taste better than anything – even a pay rise! If you make people feel special you will end up with a special team.

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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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professional development

Management Training – How Do You Handle A Difficult Conversation?

Posted on August 6th, 2013

Inevitably you will find it necessary to have a tough conversation with one of your reports at some stage. Either because their performance has slipped for some reason or their attitude is not as positive as you expect.

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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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