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Sales Talk
Are you Recognising and Acting on Buying Signals?
(this is an excerpt from Sales Genuis 2) Are you recognising and acting on buying signals? When I was a brand-new sales person, I discovered there was so much to learn – I had to imbibe and absorb information about new systems, processes, product information, company...
Sales is just like Gardening
Why is sales like gardening? Well think about it .....We have passed the spring equinox, yesterday the clocks went forward and everywhere, nature is bursting into leaf. Wow! Isn't this time of year exhilarating?If you're a keen gardener like me, after a winter when...
Are you using TED in your Sales Meetings?
Are you using TED?You probably should be, but might not know what it is!TED is a lovely sales tool. It's an acronym which stands for:TELLEXPLAINDESCRIBEIt's useful when you are trying to uncover information from a buyer. You have probably asked loads of questions...
Is The Peter Principle Affecting your Sales Team?
Are you about to promote someone within sales? Possibly to Sales Manager?Watch out then, that you are not falling foul of the Peter Principle.... it's well known, but not necessarily by name.So what is it?It was created by Lawrence J PeterThe Peter principle states...
A tale of how to NOT engage with your ideal client
This is the story of how not to engage with your ideal client.(it's real, so I have changed the names to protect the innocent)Tony had a very specific customer profile for his services. His ideal customer was high level, high profile and notoriously hard to gain...
How Faking your Laughter can Really cheer you up!
It might sound a bit weird, but studies have shown that faking laughter - for at least 60 seconds, can really cheer you up. Now, what's all that got to do with sales and selling? Fair question. If you are in sales, you know how hard it can be - we've all had those...
What is bad Outreach and what can you do about it?
Unfortunately bad outreach on platforms like LinkedIn is getting more common, so what can you do about it? Well one of the first things is to make sure your team aren't doing it! It would be easy, to just criticise people who pitch slap you on LinkedIn, so in an...
How to motivate yourself when you have the sales blues!
What can you do when you are not feeling motivated and you have the sales blues? Sales is a funny old job - we are, in many ways, doing something that is unnatural - trying to start conversations which seem counter-intuitive and (let's face it) can lead and will lead...
Ghosting in Sales – it’s costing you sales!
Did you know that ghosting in sales is probably costing your sales people about a fifth of their time? Read on to discover how we know that and what you can do about it. So ghosting might be a thing now, but guess what? before the 2000s it wasn't! Instead you may have...
How can elephants help you sell more?
How can elephants help you sell more? Well if you can get more elephants in your life, it can actually make a difference to your sales figures! (anyone who has been on my training probably knows what's coming next....) You know the cliché of the salesperson? You know,...
When prospecting – should I stay or should I go?
I made a prospecting call. He picks up and actually answers with his own name (that's already a win!) I tell him my name and remind him how we know each other, BUT it is tremendously noisy. It sounds like it is a heated meeting! I say 'it is super noisy - is now a bad...
How to deal with disappointment in sales
How do you deal with disappointment, either in yourself or in your sales team? Because, sure as eggs is eggs, disappointment will come - especially in a sales role. And the trouble with disappointment is that it's deflating - think about it, when you are angry, you...
Is sales training a cost or an investment?
What do you think, is sales training a cost to your business or an investment? Well, if you think sales training is expensive, wait until you see what it costs you to not invest in it.I was delivering training last week to some newly recruited salespeople. The company...
Increase your sales by using Magic words
Have you ever noticed that some people get an almost 'magic' response, just by using certain words? Words which NLP practitioners variously refer to as ‘power words’ or ‘magic words’ can be used to elicit certain emotions and responses that may help overcome customer...
Are you too boring when you’re prospecting?
Well are you boring?And does it even matter?Well if you are prospecting it does!What's in YOUR inbox? What about the message section on this platform?It's likely to be thousands of generic messages because people have been taught a 'magic' formula (yawn) andThousands...