Welcome to the LDL Blog

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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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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Progress

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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Earth

The Laws of Success – Part II

Posted on March 3rd, 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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Gravity

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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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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Negotiating deals

Negotiation Training – How To Handle Deadlock

Posted on March 9th, 2013

Sometimes a buyer will deliberately deadlock in order to lower your aspirations. She will take you to the edge of the cliff and see how tough you talk then.

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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 Inspiring To Work For?

Posted on February 9th, 2013

Love them or lose them. As the economy brightens engagement is hugely important. You need to make sure each of your people think ‘this is the best place for me to be’.

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How To Lead Change – Positively

Posted on January 24th, 2013

The only certainty about change is that it will never be this slow in the future. Everyone has resistance to change, but research shows those with high performance potential have lower resistance.

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How You Motivate People

Posted on December 1st, 2012

In a leadership role, and anyone who is responsible for the performance of others is a leader, you are always setting an example whether consciously or not. If you’re hacked off who is going to pick it up? Everyone.

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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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