Sales

 “Hire trainable people with pleasing personalities, give them effective, continual training, and motivate them to pursue and close the sale.” – Harvard Business Review advice to managers on how to create great sales teams. It sounds so simple, doesn’t it?  Too often sales management hires great people and then just…

What is the fastest growing sales trend today?  It is actually a combination of approaches utilising a renewed strategic focus, new tools, and continuous training. A More Strategic Approach It is no longer “smiling and dialing” for business. Today’s sales teams focus on a strategic plan with clear objectives and steps to drive…

There’s no argument that the best form of marketing you can get is word of mouth. Study after study shows the referrals from friends and colleagues produce better results.  In fact, Nielsen reports that 92% of consumers believe recommendations from friends and colleagues more than advertising. When you are thinking about…

People don’t want to buy your product or service. They want to solve problems or find ways to grow their business.  If you can’t show them how what you’re selling will help them with what they’re selling, it doesn’t matter how good it is or how cheap it is. This…

Negotiations are not about selling. They are about reaching a mutually agreeable outcome. The only time there are winners are when both sides win. The Difference Between Sales And Negotiation And Why It Matters In the sales process, you are trying to identify the customer’s pain points and the solutions…

Show me the money trust: the most valuable transaction in any business The necessity of trust between a business and its clients seems so obvious and straightforward as to almost not require further discussion. I mean, it’s a given, right? Without trust nothing can flourish. Everything will fall apart. But when we start…

Training, coaching and mentoring are words that often get used interchangeably. I’ve done it myself. But the more I inhabit these roles in my professional life and reflect on my own experiences as a student or mentee, the more I come to understand why it’s important to get the distinctions right. Sure, there are plenty of overlaps, but…