Planning & Mindset

7 Ways To Build Value In The Customer’s Eyes (Psst..It’s Not Always About Money!)

A recent straw-poll that we carried out with a series of buyers showed a interesting fact about how salespeople approach concerns that those buyers have. We asked the question concerning how often salespeople resort to lowering their prices when price…

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4 Steps To Become More ‘Sales Savvy’

Being sales savvy is to have the business acumen, practical knowledge and active ability to carry out your sales job effectively and efficiently. Most salespeople would mark themselves fairly high when asked if they are savvy when it comes to…

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Are Your KPI’s In The Way Of Your KRA’s?

Most salespeople we train know they need to achieve their KPI’s, as this is the key measurement against which their performance is analysed. Normally these performance areas revolve around the number of calls they need to make, the amount of…

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How To Overcome 3 Main Limiting Beliefs In Sales

I remember seeing a psychologist on TV talking about how he worked with people on how to change their lives for the better. He succeeded with some people and had not such big success with others. When asked what made…

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If You Don’t Invest In Yourself, Then Why Should Your Customers?

I was talking to a client of ours last week and he mentioned something that made me stop, think and agree with him. He said that he is getting tired of salespeople trying to sell to him without doing the…

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6 Ways To Accurately Measure How You Differentiate From Your Competitor

Today’s world is merciless if you don’t match your competitive offers and design quality. The business road is littered with companies who have failed in their attempts to launch or develop product or service offerings that fell short of the…

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Looking At Sales Success From A Different Perspective

One of my team has been running a successful sales programme for a large international client and, during one of our recent meetings; he mentioned how the client’s sales teams have been intrigued by our perspective on selling in the…

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How To Be “Switched On” When It Comes To Your Sales Approach

I once owned an old house and had to have it rewired. The electrics were basically shot and the place could have been a firetrap if I didn’t have something done pretty quickly. The electrician worked hard to ensure everything…

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How To Make Sure You’re Selling The “Right Kind Of Value”

What was that? You mean, there are different kinds of value the customer is looking for? Boy, I thought it was hard enough selling value to my customer, and now you’re telling me that there may be different ways that…

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Be A First Rate Version Of Yourself, Not A Second Rate Version Of Someone Else

I remember years ago being on a training course where we were learning coaching skills. The facilitator was coaching someone to use a golf putter when they had never played golf in their life. It was fun to watch this…

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Who Do You Compare Yourself Against When Judging Your Own Performance?

The European Athletic Championships have just finished and it was great to see these athletes competing at the highest level. I’m amazed how some of these runners can perform the way they do and hardly be out of breath at…

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An Impressive Way To Stand Out From Your Competition

I watched the First Night of the Proms at the weekend (well, there is a little time left in my life for culture!) and, as usual, the co-ordination and cohesion between all the players in the orchestra was magnificent. The…

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