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Selling is like dancing: you have to work at it to make it look natural!

Posted in Sales Skills by Adrian

March 4th, 2014

When I mention “sales”, I know what some of you think:  “that’s not me”.   Guess what?  It’s not me either.  In fact, I don’t think it’s anyone.  Saying that “he or she is a natural born sales person” is an excuse we have for not being good at something.  Selling is a bit like [...]

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The funny (awful) truth about conference calls

Posted in Presentation skills, Sales Skills by Mark

February 15th, 2014

A funny video which highlights some of the drawbacks of conference calls. I’m sure you can relate to some of these!

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3 surprising stats about outbound calling

Posted in Sales Skills, Telesales Skills by Greg

February 4th, 2014

How quick are you to call back an online lead? This very short blog might change your mind!

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Objection handling just got harder – customers know everything!

Posted in Sales Skills by Rachel

January 17th, 2014

Buyers have more knowledge than they have ever had before, which affects how you deal with their objections. Read on to get some tips…

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Are you convincing?

Posted in Sales Skills by Nick

January 13th, 2014

An essential aspect of any salesperson’s job is to be convincing….yet, surprisingly, this isn’t talked about enough when looking the deals that you have won or lost. Read more…

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Are your customers suffering from ‘Analysis Paralysis’?

Posted in Sales Skills by Greg

January 10th, 2014

A short, sharp article on exactly why giving your customer the information they need is paramount to sales success…

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The University of Me – What are you graduating in this week?

Posted in Sales Skills by Salli

January 7th, 2014

When we talk about the University of Me, we are referring to a sales professional’s willingness to be constantly learning and developing his or her understanding of key concepts, ideas, products and services. Basically, anything that will better their performance. How are you taking responsibility for your learning today? Some salespeople will wait around for [...]

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11 Ways to get people talking to you…

Posted in Sales Skills by Matt

January 3rd, 2014

Simply having a phone number on your website and asking prospects to call you isn’t going to cut it with today’s buyers.

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The ‘online to offline’ sales conversion strategy

Posted in Sales Skills by Matt

December 19th, 2013

Like sales, Technology is evolving – as a salesperson, you need to adapt! Here are a few tips on how to use the latest tools and online platforms to sell…

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Referral Selling – your modern day sales weapon, part 2

Posted in Sales Skills by Paul

December 17th, 2013

Now for Part 2 of ‘Referral Selling – your modern day sales weapon’. For Part 1 (DIRECT), please click here INDIRECT (helping people to think differently) Unlike the direct approach, the indirect referral request represents a whole range of alternative routes – all of which arrive at the same destination: solid and effective referrals. The [...]

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Referral Selling – your modern day sales weapon, part 1

Posted in Sales Skills by Paul

December 13th, 2013

Paul Owen shares his top tips for referral selling. Do you have a strategy? Having a strategy can turn this wonderful tool into the backbone of you sales next year…

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Attention All Sales People – Are you thinking positively?

Posted in Sales Skills by Salli

November 28th, 2013

Salli gives some advice on the importance of your mindset and how it REALLY does affect your sales!

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LinkedIn is a massive room filled with people

Posted in Sales Skills by Nick

November 18th, 2013

LinkedIn is the new form of connecting and an important way of getting in contact with people – yet some sales people are still not on board the LinkedIn train. If you’re one of those very sales people, have a read…

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Our Top Six Probing Questions

Posted in Sales Skills by Debs

November 13th, 2013

A reminder of our Top Six Probing Questions that will uncover issues AND grow issues – the ultimate tool kit for successful selling.

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Prove it to me!

Posted in Sales Skills by Greg

November 4th, 2013

A short and effective guide to handle the ‘PROVE IT TO ME’ sales Era that we are in at the moment – how to demonstrate proof and add outstanding value for your customers.

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14 Questions for Understanding the Modern Day Buyer

Posted in Sales Skills by Rachel

October 24th, 2013

Here are 14 key questions to help you to get inside the head of the type of buyers you will be targeting. Getting inside their head is integral for evolving your sales process and approach.

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A mildly interested customer is more informed than a lazy salesperson

Posted in Sales Skills by Matt

October 21st, 2013

An essential, and sometimes forgotten, piece of advice for selling in today’s world – Customers know more than ever before!

Work with them to find out what they need and work with them to make it happen.

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Buy cheap, buy twice

Posted in Blog, Leadership, Sales Skills by Nick

October 9th, 2013

Inspired by a quote from spaceman John Glenn, Nick Winwood looks at why, with training, it’s really worth spending that extra bit of money.

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Solving a complex challenge the old fashioned way (no email!)

Posted in Leadership, Sales Skills by Matt

October 7th, 2013

Complex problem that needs a smart solution? How’s this for an answer – switch off your email! Matt explains why.

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Establishing a Michelin Star Point of Difference

Posted in Sales Skills by Matt

October 3rd, 2013

Having 3 Michelin Stars is a good way to differentiate yourself from your competitors, in the culinary world. Particularly if you are located in London, Macau, Kobe, or Chicago – cities with only 1 or 2 restaurants with this high accolade.

But what do you do if there are another 6 restaurants in the same city also with 3 stars? That’s the challenge which faces 37 year old chef Daniel Humm, from Eleven Madison Park, in New York City.

Learn what they do to stand apart, and how you can do the same.

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