http://www.naturaltraining.com/blog Natural Training Blog Thu, 29 Jul 2010 11:17:35 +0000 http://backend.userland.com/rss092 en Yesterday we learn that along with the oil rolling in from the Gulf of Mexico, so the head of BP rolls. Tony Hayward, the Chief Executive of BP, is to make way for a bloke by the name of Bob Dudley from October. Dudley summed up the recent experience of the ... http://www.naturaltraining.com/blog/2010/07/29/omp45-beat-the-double-dip-by-being-smaller-wiser/ “If A equals success, then the formula is A equals X plus Y and Z, with X being work, Y play, and Z keeping your mouth shut.”  Albert Einstein   One of my lecturers at college had a very demonstrative reaction if any student tried to ask a question whilst he was ... http://www.naturaltraining.com/blog/2010/07/22/let-me-finish/ So that’s another World Cup done and dusted. While some of you will be wondering what to do with your now vacant and worthless life, others will be delighted to reclaim the lounge room and local pub. (If you are part of the latter group then skip right now to ... http://www.naturaltraining.com/blog/2010/07/15/omp44-the-5-hallmarks-of-sales-streetfighters/ “He who asks questions, cannot avoid the answers”.   African Proverb   Last night on Dragon's Den there were two pitches where the questions asked by the Dragons were either ignored or skirted around.   Naz Choudry with his Bollywood pitch was one of these.  For those in the UK, you can see the full ... http://www.naturaltraining.com/blog/2010/07/15/last-nights-dragons-den-answer-the-question/ In sales when we deal with buyers in larger organisations we find some people are simple to deal with, rushing the sale through.  We also find that some people are more complicated, adding layers of detail onto the sale. These organised, planned and more complicated buyers usually reside in the Procurement department of most ... http://www.naturaltraining.com/blog/2010/07/14/dealing-with-procurement-negotiation-sales-training/ In my last blog I talked about helping my lawyer friend Zoe with her ambition to become a Partner.  She recognised that she needed to be able to bring in new files, new clients and create more commercial success from her firm's marketing activities. In this blog which is Part II ... http://www.naturaltraining.com/blog/2010/07/12/professional-services-turning-networking-events-into-new-business-part-ii/ I've never been on a cruise ship holiday but from what I gather there are three rules:   Don’t go on them if you are prone to putting on weight If they are screening Titanic in the cinema, opt for Toy Story 3 instead They tend to be for passengers in the 60+ age category.   The motivation ... http://www.naturaltraining.com/blog/2010/07/07/change-their-world-part-iii-uncle-harry-the-floating-steak/ Yesterday a lawyer friend of mine Zoe called me for some sales advice.   You’d like Zoe.  Warm, extremely clever and with an open, approachable manner, she is the type of person you would seek out at a dinner party for easy, funny conversation.   Zoe is just getting back into the workforce ... http://www.naturaltraining.com/blog/2010/07/05/selling-in-law-turning-networking-events-into-new-business-part-i/ If you find yourself in the “Have you read our proposal yet?” stage of sales coolness, then here are 7 ideas to keep the sale fresh and hot, straight from the Natural Training oven to you: 1) Send them an insight – a podcast link, an article about their industry.   2) Give ... http://www.naturaltraining.com/blog/2010/07/02/7-top-tips-to-keep-the-heat-in-the-sale/ One of our business partners in the US and a good mate of mine Walter Rogers from Baker Communications wrote this excellent article about being flexible and creative when you sell.  It really fits in with the way we approach our sales training too, and I thought you would enjoy it, ... http://www.naturaltraining.com/blog/2010/07/01/be-flexible-creative-when-you-sell/