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
To succeed in sales you must really want the business. This sounds obvious, but it is much deeper than it appears. Giving your customer the impression you will go the extra mile, you really want their business can be very persuasive. Think about your own experiences. Time and again if people have gone to great […]
For your customer, it’s not your product that is exciting, it’s the fixing of THEIR ISSUE that makes the product exciting. If everyone has great products and services then competition shifts from who has the best product to who can best improve the customer’s operations, and that’s what you need to be thinking about. To […]
Back in the tumultuous days of March 2020, our resident presentation skills team were wondering how to adapt the LDL Presentation Skills programme to the new remote working environment. At the time, we didn’t know if the transition to remote learning would be a temporary, or a permanent change. A year later, it seems like […]
Top salespeople know it’s the mind game that makes or breaks them, especially in the new normal. Timothy Galway in his inner game books says, the theory of the inner game is that our performance is dependent on our state of mind, therefore the real game is to get into the right frame of mind and hold ourselves there.
The great philosopher Mike Tyson famously said, “Everybody has a plan until they get punched in the mouth”. Well, Covid has been a punch in the mouth for many of us. It has made leading a team harder than ever before. How do you lead when you can’t see your people, when you have reduced incentives, constant change and many other challenges?
As an experienced seller you will know how important it is to sell the difference to your customer. To succeed in a competitive market, where products and services are becoming more alike, you need to know what your differentiators are and how they benefit your customer. Often referred to as USPs, these differentiators exist in […]
Traditional face-to-face (F2F) training has always been the default option for learning. It’s engaging, it’s interactive, and done well it’s enjoyable. But in today’s environment general unease around travel and group meetings make it less than ideal. While some may adopt a ‘wait and see’ approach, for others the solution is LIVE virtual instructor-led training (VILT).
