There’s a quote originally attributed to Abraham Lincoln that goes something like “If I had an hour to chop down a tree, I’d spend 55 minutes sharpening my ax!” I’ve always been intrigued by that idea; spend more time planning […]
As a sales manager, you probably have the responsibility of manning your company’s exhibition stand. But like most sales managers I have met over the years on our Sales Training Courses, it’s unlikely that you have received any formal training […]
There’s one bugbear that most salespeople tell us about when we run Sales Training for them. And it’s the lack of ability to get the decision-maker’s name when calling a company. Now, I totally understand the rationale behind why many […]
Training Alone Won’t Develop Sales Leaders UK companies spent a combined £13 billion on sales training last year. They made this investment with the hope that training would dramatically improve their top line growth by transforming their average sales reps […]
We often get salespeople asking “What’s the best ‘close’ I can use?” or “How can I ‘close the sale’ more often?” Putting the emphasis on the ‘close’ can be a big mistake in the sales process. Too often, the salesperson […]
In any profession there is the risk that you will pick up bad habits, and it often seems the longer you have been doing the job the more bad habits you have accrued and the harder it is for you […]
The salesperson of today is a problem-solver who works in conjunction with the prospect to identify any issues that his organisation has and then uses that information to present solutions to the prospect’s problems or situations. Before you make your […]
As a sales person, you cannot simply use the same sales techniques to sell to every prospects because not all prospects are the same. Each buyer will have a different way of thinking, a different way of understanding and a […]
In our consultancies and trainings with salespeople, we consistently get asked how to be successful in the career they have chosen. There are so many answers to this question, and many books have been written with authors’ opinions on what […]
When we discuss planning and preparation with salespeople, they consistently see the need for ensuring they are ready for the call and have the confidence in their products and services. But when we dig deeper, we often see that many […]
Have you heard of matching and mirroring? It’s something that we regularly cover on our Sales Training Courses, but do you know what it is and the background behind it all? It’s the concept psychologists talk about when they […]
This is an interesting question that came up in one of recent sales courses. The sales person wanted to know if there was an ideal time period to spend on idle chit-chat (or rapport-building, as he termed it) before getting […]
Whenever you use phrases like “I only do business with him/her” or “I think that person really understands me”, the likelihood is that you have experienced ‘Rapport’. Rapport is a personal state between two or more people which allow relationships […]
You don’t need me to tell you that we need to increase and improve our customers’ experiences for them to develop loyalty and advocacy to our businesses. Depending too much on new customers rather than selling more to existing ones […]
Many business people think they know what a sales professional does with their day and could map out exactly how the average sales person spends their time, which would probably involve a few meetings, some cold calling and (of course) […]