Category Archives: Communication

The power of language and intent in Sales & Coaching

power-of-language-an-intend

For the last 5 weeks I have been working around Australia helping a major client get their sales leadership team ready to roll out their new Sales Strategy and Sales Process, their version of ‘the way we sell around here’. It’s been pretty exciting and extremely well received. Why? The language we are using is […]

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Sales Trend 3 – Selling is everybody’s business

wikipedia-Grand-Bazaar-Shop-750x280

Sales Trend 3 of Barrett’s 12 Sales Trends for 2016 is Selling is everybody’s business. For a long time businesses have been focusing on how to achieve better sales results. Organisations with varying levels of maturity and insight have embarked on many different journeys to get there. Some have been very savvy and have taken […]

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How do we spot new trends, drive innovation and sell better?

Trends-World-Map-Sales-Marketing

Recently, the Australian Prime Minster, Malcolm Turnbull urged and encouraged Australians to be more creative, develop new opportunities and drive innovation to grow our economy and secure a better economic future for us. That’s all well and good but how do we spot new trends, drive innovation, and sell better so as to secure our […]

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Why everybody benefits from knowing how to prospect

Attract New Customers Business

Every business needs to prospect for new clients and customers, even non salespeople often need to reignite past business relationships and form new ones, internally or externally. You don’t need to be the primary salesperson or business development manager to be required to prospect well. Any call you make to another person whose attention you […]

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Sales Trend 10 – Oops! I’m in sales

sales-trends-2015-trend-10-blog

Barrett’s Sales Trend 10 for 2015 is ‘Oops! I’m in sales’. The general stereotypical view of selling and salespeople has remained relatively stable over the past 50 or so years, with the most commonly associated words and concepts being fairly specific (i.e. ‘used car salesman’) and/or negative (i.e. ‘pushy’, ‘sleazy’, ‘dishonest’)[1]. Even by people working […]

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If you’re not selling, you’re supporting someone who is

customer-centric

Last week I wrote about ‘making promises you can keep and keeping the promises you make’ and when the rhetoric and reality do not coincide thus leaving customers disappointed at best and downright cynical and mad at worst. No business is perfect that’s for sure; however, if the intention of the business and its people […]

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Making Persuasive Sales Presentations

MakingPersuasiveSalesPresentations

How persuasive are you? Persuasiveness is the power to induce the taking of a course of action or the embracing of a point of view by means of argument or entreaty. One of the mistakes salespeople make when doing sales presentations is their tendency to be more informative than persuasive. That difference is costing companies millions of dollars a […]

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Getting your sales perspective in 2015

taking perspective

Perspective Taking is a critical life skill that can serve us well no matter what role we are in. Perspective Taking is also a vital sales skill if we want to develop viable relationships with clients, influence people to consider and buy our offerings, grow sales and lead successful sales careers. What is Perspective Taking?Perspective […]

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Sales Trend 12 – The Enlightened Sales Person

Back view of business woman standing toward door. Career opportunity concept

As the year comes to a close so do we present the 12th and final Sales Trend for 2014. This sales trend is seeing a new kind of salesperson emerging in our midst. Not common by any stretch of the imagination, but appearing in businesses slowly but surely. Smart companies are becoming aware that they […]

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Sales Managers – the importance of making it personal

make_it_personal

We could be forgiven for thinking that everything about selling revolves around numbers, developing new opportunities, making sales and achieving results. Because that is what is usually written and spoken about at board room tables, sales meetings, and in manner of articles. The pursuit of finding securing opportunities is relentless. It is little wonder then […]

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