blog

The Blog

Fresh insights from europe’s best natural coaches

Just-Eat

How Cold Calling Landed Our Biggest Client Ever – Part 2

7 Cold Calling Tips & Techniques that Work Following on from last week’s blog, How Cold Calling Landed Our Biggest Client Ever, we’ll be taking our 7 cold calling techniques and simplifying them so your team can get on with landing your biggest client of all time. 1. You must believe in your offering: cold calling success relies in…

Just-Eat

How Cold Calling Landed Our Biggest Client Ever – Part 1

In this globally uber-connected digital world, you may be wondering if cold calling still has a place in the sales environment. Technology and sales methodologies have changed drastically in recent years with many sellers using social media platforms, email marketing techniques and other sophisticated ways to make selling easier. But cold calling is still a…

Hand in sea water asking for help. Failure and rescue concept.

What’s the difference between loss aversion and scaremongering?

In sales, the overwhelming majority of us have a positive outlook. We have to, or rejection would crush us. You want to naturally cultivate that positive outlook because resiliency means, when faced with a roadblock, you’ll go over, under, around and perform nimble manoeuvers to get where you want to be. Positivity is both a…

Creative Process Ideas Creativity Thinking Concept

Why is creativity vital for salespeople?

“There is no doubt that creativity is the most important human resource of all.  Without creativity, there would be no progress, and we would be forever repeating the same patterns.” – Edward de Bono, psychologist, author, lateral thinker. It surprises me how often salespeople say that they’re not creative. They throw their hands in the air…

super-hero

Salespeople, it’s your call… Brexit Winner or Brexit Loser?

I worked through the Millennium Bug crisis in the late 1990s. There was wide spread panic and hysteria because the world was going to end in 2000, due to a quirk in computer calendars. I was in advertising sales at the time, and I remember my colleagues in sales talking about the Bug to customers,…

CV resume. Job interview concept. Writing a resume.

How To Recruit Great Salespeople

Salespeople play a crucial role in your business performance. They are on the front-line with your customers. Battling objections and winning business, they’re the true cavaliers of your company. In fact, to your customers, your salespeople ARE the company. They make the deals. They close the sales. Your best salespeople earn their money and then some. Before you invest time…

Independent Innovation

To Become Your Market’s Leader, Learn to Innovate

There is one sure way to grow your position as a market leader, just as there’s one sure way to become stagnant. Innovation is a hugely important factor for growth. And growth keeps you from stagnation. Let’s face it. If you’re not continually changing and exploiting new ideas to keep operations, products, and services fresh,…

Diverse Team Analyzing Data

10 Brilliant Words your Salespeople Should be Using

Sales can be tricky. While it comes down to natural communication, not robotic sales scripts, there are some basic techniques that every sales representative can use to improve their performance and results. Certain words, for example, can be highly effective, no matter what the context. Let’s look at the top words that you and your…

Questions businessman misunderstanding

Why Salespeople Should Love Pain

“So why doesn’t that prospect buy from me?” Short answer: It’s too comfortable for them not to. There’s always a temptation to stick to what you know. The same breakfast, the same holiday destination, the same terrible broadband supplier. For many prospects, whatever their experience with an unreliable incumbent or an ageing product, they have…

EE advert

Terribly clever or terribly clear?

Humans have long been solving complex problems and explaining their methods of doing so in an equally complex manner. We’re at a stage where acronyms and industry jargon is commonplace and we even try and use intellectual words to dumbfound our audience. But have we forgot the power of simplicity? In this viral video Kevin…

curious-people

10 Great Habits of Curious People

Everyone is born with it; it’s innate and natural to every child. But somewhere along the way, we lose our sense of how to use curiosity to expand our minds. As we reach school age, answers become more important than curious thought. In fact, Hal Gregersen says, “The average 6-18 year old asks only 1…

Illuminated light bulb in a row of dim ones concept for creativi

Why Curiosity is at the Heart of Sales Innovation

Walt Disney once said: Around here, however, we don’t look backwards for very long. We keep moving forward, opening doors, and doing new things, because we’re curious and curiosity keeps leading us down new paths. Walt Disney understood the value of curiosity. It is the heart of innovation. But recognise that curiosity and innovation are…

Two business colleagues at meeting in modern office interior

How important is it to use your customer’s name?

How do you break through all the noise and clatter for your customer’s attention? There is one word that immediately commands someone’s attention: their name. We are conditioned from birth to respond to our own name. Even if you have a common name, you still instinctively turn around when you hear it called. When I…