Preparation in sales has to be a top priority. I am not referring solely to client meeting preparation either. In order to excel in sales we have to form and nurture positive habits. The way to do this is by working to a code, our mission. “Walk the walk, talk the talk” In our busy [...]
Filed under: planning | No Comments »
A little planning can go a long way. If you have attended an Engleby Associates’ workshop previously you will know that. This little story shows how planning and preparation are not just activities for the workplace but can help you wherever you are, whenever you are there. We have just returned from a lovely summer [...]
Filed under: Miscellaneous, planning | No Comments »
With the UK covered in a couple of feet of snow making travelling to and from work difficult (if you are not from the UK then you won’t understand our total inability to deal with any adverse weather condition – too hot or too cold it doesn’t really matter, everything grinds to a halt) now [...]
Filed under: High value selling, Motivation, planning, Training & development, Visualisation | No Comments »
Ever get the feeling that you are digging a hole for yourself when you are talking to someone? Well this happens a lot in the world of selling. Too often sales people create problems for themselves when positioning a solution with a prospect or a customer. It is very easy to start fires that you [...]
Filed under: High value selling, planning | No Comments »
Are you an important component to your customer’s success? Do you know what is really important to them? Even if you think you do it’s worth trying this simple exercise: 1. Take a blank piece of paper, from the left draw 3 narrow columns, a wide 4th column and a narrow 5th column on the [...]
Filed under: High value selling, Visualisation | No Comments »
As a sales person it is easy to fall into the trap of blaming everyone else when you don’t hit your number. If only that deal had come in sooner, if only that Customer had expanded in line with their initial expectations, if only we’d released that new product more quickly, if only Marketing had [...]
Filed under: High value selling, Visualisation | No Comments »
Sales targets are designed to reward performance but also to help a business plan its growth. They are important on many levels. I have been coached to work to stretch targets. Not always the most comfortable situation but this approach typically increases your chance of achieving your original goal. It should go without saying that [...]
Filed under: High value selling | No Comments »
Why is making time to plan so difficult? In fact I should re-phrase that. It’s not making the time alone that is a challenge, it’s making the time and then executing effectively so that you come away with constructive actions and next steps that is the real challenge. Everyone knows that planning leads to increased [...]
Filed under: Miscellaneous | 1 Comment »
No matter how good your company’s reputation is, how well your product holds up against its competition or the size of your marketing budget, your success or failure is all about you. Initially that is. There are many factors that influence buying behaviour including the perceived stability of your organisation, the ability of the product [...]
Filed under: Miscellaneous | No Comments »
Motivation. One of those elements of someone’s character that as a Sales Manager I’ve often wanted to bottle so that I can liberally anoint others (no names!) as necessary. I’m just back from two weeks holiday. We split the trip into three phases (a long weekend with friends in London, six nights camping in Devon, [...]
Filed under: Motivation, Training & development | No Comments »
