Sean’s Thoughts

Asking for a pay rise, differentiate from the competition

Podcast microphone

Episode 37: Asking for a pay rise, differentiate from the competition, quote from Jill Konrath In this episode we take a look at how you can prepare for and confidently ask for a pay rise. Our skillspill identifies the best ways to follow up with customers. And our Inspire Me quote comes from Jill Konrath. Take a look at this…

Read More

The Implications Of Integrative Negotiation

Business, career and placement concept - successful young man sm

Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise it in your negotiating meetings, especially if you need to get to a position during win-win bargaining. The term ‘integrative’…

Read More

Small businesses versus large, summary statements and a quote from Zig Ziglar

Podcast microphone

Episode 36: Small businesses versus large, summary statements and a quote from Zig Ziglar In this episode we look at how a smaller businesses differ from larger ones you may be dealing with. Our skillspill outlines the benefits of summary statements with buyers and how they can build trust and progress the sale. And a quote from Zig Ziglar. Take…

Read More

Top Sales Skills And Qualities

Growth value, increase value, value added or business growth concept. Businessman is pulling up circle progress bar with the word VALUE on dark tone background.

How do you increase value? You may think it’s by improving your product quality or better pricing strategies or better terms to customers. Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. Value can be seen as your overall worth to the marketplace and it’s how you…

Read More

Handling objections, a new way to research competitors and a quote from Mark Hunter

Podcast microphone

Episode 35: Handling objections, a new way to research competitors and a quote from Mark Hunter In this episode we look at some techniques to help you handle objections. Our Skills Pill looks at the latest ways to research your competitors to gain an edge. And our Inspire Me quote comes from Mark Hunter. Take a look at this episode…

Read More

Building Relationships In Business – 6 Useful Tips

Trust Customer Relations Reliability Business Concept. Pointing

The building of relationships in business is the biggest common denominator when ascertaining how we can increase our sales with current and new clients. Relationships are the key to building trust and developing sales with clients, as your consistency and caring for the client’s business creates a clear, forward-looking strategic alliance between your business and their organisation. You could have…

Read More

The First Thing To Do With EVERY Objection You Face

Business negotiations Group of three business people, male and female, discussing the deal. Office interior, serious, authentic emotions

There’s a saying in negotiations that goes ‘The person in control of a conversation is the one asking the questions.’ Think about that for a moment and you can see the sense in it. When someone asks you a question, they immediately put you on a course of finding the answer. Your thought processes are controlled by the nature of…

Read More

What To Do When Something Goes Wrong In Your Presentation

listening to female coach giving presentation on flipchart

Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received… Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team asks a question that you can’t answer. Whatever it is, it throws a spanner in the works and you struggle…

Read More

How To View Failure In Sales

success or failure being successful in life and business road sign arrow 3D, illustration

Thomas Edison was an American inventor and businessman who has been described as America’s greatest inventor. Although he patented nearly 1,100 ideas, many people remember him for the invention of the long-lasting and practical electric light bulb. So many experiments went into developing the first the carbon and then platinum and finally back to carbon filaments that many wondered if…

Read More

Five Needs Your Buyers Would Love You To Satisfy

Side view of realtor and young couple sitting at office desk discussing property for sale.

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. But the answers we get often prove that those things only get you to first base. They get you onto the playing field and are the basics that will only get the…

Read More