If you know nothing about the project or the people involved, what makes you think you can win their business? If you have attended one of our workshops or seminars, been coached by me or have read this blog every now and again over the last two and a half years, you will know my [...]
Filed under: High value selling, Miscellaneous, Qualification | No Comments »
Ever noticed what I call ‘Backyard Syndrome‘? Here are a few examples: A company delivers learning services – but its staff never get to go on any training. A builder has a great reputation for the quality of his work – but his own house is a series of unfinished projects A trainer delivers presentation [...]
Filed under: High value selling | No Comments »
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 »
I was invited to deliver a presentation to a college group last week who are studying for a business administration qualification. The purpose of the session was to help them understand the importance and value of Sales. It also provided a platform for me to promote the benefits created by selling professionally, something we’ve termed [...]
Filed under: High value selling | 3 Comments »
Does this seem familiar? There are times when you feel you have everything in place for a great sale. Your Prospect has confirmed the value of your solution, is comfortable with the anticipated return on investment predictions and has confirmed how excited they are to be working with you. Why then does the deal never [...]
Filed under: High value selling, negotiation, Qualification | 1 Comment »
Despite the rapid changes all about us, are you providing training for your staff as you have always done? Same old, same old? Do they have the skills they need to perform at the highest level possible? Last week we ran a jargon-busting webinar that looked at how the world of learning has changed, and [...]
Filed under: blended learning, online learning, Training & development | No Comments »
McKinsey released a report last year that identified the most destructive behaviours sales people make (as suggested by the business-to-business buying community). Now, rather than focusing on negatives, I thought I would explain why the results are good news for sales people who take pride in their work. 1. Too much contact. I am guessing [...]
Filed under: High value selling, Uncategorized | No Comments »
Happy New Year! I hope 2011 becomes the year you hope it will be. Don’t forget to take control and responsibility for your success. It makes it all the sweeter. ***** I thought I would kick off the year with a summary of the top 5 Selling at a Higher Level posts from 2010: In [...]
Filed under: Miscellaneous | No Comments »
[In this guest post, Mary Sargent shares her views on the importance of maintaining a new business outlook]. Is reliance on existing customers becoming a thing of the past? It has become apparent from a number of recent conversations I have had with local businesses, that people are finally realising it is simply not enough [...]
Filed under: Mary Sargent, Miscellaneous, Motivation, planning, Prospecting | No Comments »
I took (enforced) time out last week to participate as a member of Jury for a Coroner Court hearing. It was an interesting couple of days and the perfect opportunity to be reminded of the importance, and power, of the spoken word. There were five Barristers involved in the case, and each asked very careful [...]
Filed under: High value selling | 3 Comments »
