Planning & Mindset

Sales Skills Test

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 […]

Be A First Rate Version Of Yourself

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 […]

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 […]

Buyers Want Appreciating Assets, So Create One

When an asset such as stock, property or personal property increases in value without any improvements or modification being made to it, it’s called appreciation. Certain things have the potential to appreciate, and it all depends on a number of […]

Sometimes You Win, Sometimes You Learn

In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a sale […]

10 Lessons a Great Salesperson Can Learn From Einstein

It’s been long-established that humans learn from modelling the success or failures of others, and there can be no better model in terms of 20th century advancement than Albert Einstein.  Paulo Coelho is one of my favourite writers, and he […]

6 Ways to Stop Forgetfulness – and Why it Happens

If you’re like most people, you will often have those infuriating moments when you forget something important, like a phone call you promised to make or a specific request from a customer that you said you would do, but it […]

Ways To Make Your Value Standout In The Crowd

We often get asked to help salespeople craft their cold-calling script so that the recipient drools at the very thought of meeting with the salesperson and has sleepless nights waiting for the presentation that will change their lives for the […]

Are You Really That Different From Your Competition?

One of our clients had a particular dilemma, described here by one of the sales team: “Our clients think our products are just a commodity, and so mainly focus on the price against our competition. We know that our products […]

Your Source Of Competitive Advantage

When you are planning to see a prospect, there are many questions that go through your and their minds that will need answering. As you think through your offers and the solutions that would appeal to the prospect, you no […]

Why Do Salespeople Talk Too Much?

A few years ago I was privileged to hear an American speaker discuss what were the worst habits that salespeople displayed. Among some of the answers that came up were poor listening, presenting the products too early and having a […]

What Sales People Can Learn From An Adventurer

Welcome to the first in a new series of interviews with some very interesting characters! Over the next few months I will be talking to some of the top influencers and big players from a whole array of different industries […]