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Embrace These 2 Sales Concepts…Or You’ll Get Left Behind

There are two concepts that are going to have a radical influence over the next 10 years of business, and unless we embrace them, we are going to be left behind by those individuals and companies who do. The first is the management of change. As the saying goes, change is the only constant. But today’s successful leaders not only…

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Use This Small Change In Mindset To Drive Your Sales Forward

I came across some interesting research about ‘emotional drivers’ the other day. Dr Dan Short of Arizona, USA, conducted a series of research studies that were intriguing as much as they were eye-opening. Here is a quote from the research: “In addition to my pool of 13 million subjects, I compiled a list of 723 emotional terms. After eliminating terms…

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Need To Move From Preferred Supplier To Trusted Advisor? Here’s How…

We were working with a client recently who asked us if we could discuss strategies on how to become a preferred supplier to their customers.  I must admit to feeling a bit puzzled. My consultant asked them, “Why do you want to only become a preferred supplier?” The answer was along the lines of ‘isn’t that what very supplier should…

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8 Quick Tips On Creating Value For Your Customer

Our value proposition is the reason why customers choose one company over another. Something has to eliminate a customer’s pain or deal with one or more areas of gain before they decide to go for that solution. Your value proposition, therefore, should clearly show how your solution creates better results than any of the competitors. These are the questions you…

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3 Small Tweaks That Will Enhance Your Sales Performance

I came across a great quote the other day from Jeff Gitomer, the proficient sales writer from the States. He said that ‘Great salespeople aren’t born or made; they evolve over time based on their dedication to excellence and their willingness to serve’.  This struck me as a great philosophy to live by, and I just want to highlight three…

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Why You Should ALWAYS Stand Firm On Your Walk Away Point In Sales

A couple of years ago, I witnessed a great example of negotiating in action, and it taught me a strong lesson. I was on holiday in Turkey and looking around one of those colourful bazaars where everything known to man (and much unknown) is up for bartering. A lady had seen this scarf that she fell in love with at…

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4 Quick Tips On Increasing Your Longevity In Sales

The average life expectancy of a multinational organisation is approximately 40-50 years. So says Arie De Geus in his book ‘The Living Company’ (Boston, Harvard Business Press). He based this premise on a survey of corporate births and deaths, and it shows the massive changes that business and organisations go through during their relatively short life-times. In fact, he also…

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3 Small Components That Will Elevate Your Sales Success

I came across a great quote the other day from Jeff Gitomer, the proficient sales writer from the States. He said that ‘Great salespeople aren’t born or made; they evolve over time based on their dedication to excellence and their willingness to serve’.  This struck me as a great philosophy to live by, and I just want to highlight three…

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9 Quick Tips On Attracting More Business Between Meetings

Many sales people between sales meetings or between calls are blinkered to the sales opportunities around them. They take too much time to reflect on previous meetings, and some sales people will just see time between meetings as time out of the office. Sales people need to take off these blinkers if they are to open their eyes to the…

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6 Quick Tips On How Sales People Can Gain The Competitive Edge

Many salespeople have left their personal and career development up to their company, and that’s not a good thing. Your company and boss are up to their ears in working on the urgent stuff, the everyday minutia that keeps the business going. Rarely do they devote much attention to the future-focussed big picture that includes your specific development opportunities. Discussions…

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