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sales coach Hertfordshire Archives - Tadpole Training

May 18
0
Janet Efere typing on her laptop

Do you Prep for Meetings?

By | sales tips, sales training | No Comments

So you got the meeting….. now what?

Do you turn up and hope for the best, or do you prep?

Yesterday I was invited to a meeting with a potential new client regarding sales training and, as usual, I did some research first.

There is a lot out there if you look:

? Companies House (I checked their financials and their directors)
? LinkedIn (of course …. we’ll come to that in a minute)
? Their website
? From that I could see they were recruiting, so I checked out the sales roles they advertised
? Twitter – lots of company posts
? Now, back to LinkedIn – I discovered hundreds of employees, searched by job role and then had a look at some of their profiles to see how they presented themselves and how active they were on LinkedIn
? I also had a look at the people who were going to be in the meeting

I found out a ton of stuff.

Some wasn’t that relevant, but loads was – it helped me understand about the size of the company, the culture, I could quickly see some of their issues as well as what they were good at.

It made the meeting more focussed, more relevant and personalised.

They liked that I took the trouble.

I wouldn’t do it any other way.

You see, I think it’s about respect, but it is also about positioning yourself as being better than the competition (I haven’t got the faintest idea who I am up against, but I can only be the best version of me).

And that’s how I like to work.

So, back to my question, do you prep before a meeting?

May 17
0

Most people don’t understand sales

By | sales training | No Comments

Most people don’t understand sales.

So if you think these qualities will help you sell, they won’t

❌ having the ‘gift of the gab’


❌ never giving up on a deal


❌ having an answer for everything


❌ great sales people are born not made


❌ you have to be confident in sales

Whereas actually …..

✅ what you really need is the ability to ask great questions, shut up and actually listen to the answers


✅ Sometimes it makes sense to give up, so you can focus on the deals you can get over the line. Simple common sense not to bang your head against a brick wall


✅ In sales, as in life, none of us know everything. It’s fine to admit you don’t know something (if you pretend and then get it wrong, you will be in much worse trouble!)


✅ Sales is a skill – like learning to drive a car or ride a bike. It takes practice, so while some people may have an aptitude for it, it also means that anyone can learn it


✅ Confidence is an interesting one. Too confident and it seems like arrogance, not enough and you don’t seem trustworthy. You want to aim for the sort of quiet confidence true masters have.

So if you had some preconceived ideas about sales and selling, I hope this helped you.

Happy selling!