Sales Mindset

How To Go From Salesperson To Sales Consultant

Above view of a sales consultant shaking hands

You will be aware of the changing nature of sales, driven by the ever-evolving requirements of businesses and their decision-makers. The old way of selling (cold-call, qualify, present, resolve, close) is being superseded by the consultative and insightful approach of analysing needs and wants before creating options for a successful future for businesses. This means we have to work on…

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How To Turn Failure Into Success In Sales

Success Failure road sign

Let me say something that, on the face of it, may sound puzzling. You learn more when things are going badly than when they are going well. Go on, admit it…that’s an interesting statement (even if you don’t agree with it!) What I’m referring to is the fact that no-one goes through life being successful every time. The only way…

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How To Read Your Prospect’s Mind

Brain Telepathy And Mind

Becoming a mind-reader is a dream for most salespeople. To know what your prospect is thinking, being able to react and guide the conversation in a way that builds rapport really quickly, is actually easier than you might think. Especially if you know what you are looking for. A few years ago, neuro-scientists and psychologists recognised that humans think and…

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Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great

Episode 7 – Value Of Ownership, Negotiating With ZOPA, Rockefeller On Good To Great Episode 7: Loads Bubbling Podcast This podcast includes: What is the value of ownership? How to negotiate with ZOPA Rockefeller on going from good to great

The 2 Biggest Fears Of Selling

man in frustration

Do you know what the two main fears of selling are? Want me to tell you? Well, they are: 1) The Fear Of Rejection From You and 2) The Fear Of Making A Mistake From Your Client Let’s look at these a little more closely: The Fear Of Rejection From You A lot of sales people don’t make as many…

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5 Ways To Create, Develop & Maintain Optimism As A Salesperson

Smile

Optimism has been described as a mental attitude reflecting a belief or hope that the outcome of some specific endeavour, or outcomes in general, will be positive, favourable, and desirable. It comes from the Latin ‘Optimum’ meaning ‘best’ and is often used by sales managers when they refer to their sales teams having the right attitude. But when things aren’t…

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10 Ways You Know You’re A Sales Person

Large group of business people

It’s completely normal to pick up on small habits when working in sales, whether you’ve been in the role for a year or for ten! But how do you really know you work in sales? We’ve put together a funny video including all the ‘sales person signs’. Take a look at it below: Well what did you think? Relatable? I thought…

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3 Techniques To Pick Yourself Up After Losing A Sale

Grey arrow up

No matter how good your sales technique, even the best of us will not get a 100% closing ratio. Be it a buyer who isn’t ready yet to make a decision, or a poor meeting where the sales person doesn’t listen effectively, or a myriad of other reasons, it’s possible that the sale has been lost when it could have…

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All Successful Sales Directors Share This One Trait

sucess

If there was one quality or trait that you would think all great sales director share, what would you think it to be? I’m sure you’re thinking of many, and it would be difficult to disagree with any ones that you come up with. But if I had to choose one that would be top of the list, it would…

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4 Reasons Why You Should Not Focus On The BIG Deal Only

Hold cash

Closing the BIG sale, the huge month or even year changing opportunity, is a great thing. However, focusing too much on selling that whale of a prospect can cost you more money than you earn, IF you finally close the deal. Please don’t misunderstand me. I am an advocate of going after and securing the huge career-making client. Yet, you…

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