What’s influencing your customers’ buying decisions?

By / / Attitudes & Behaviours, Brain Science, Communication, Customer Service, Education in Sales, Neuroscience, Sales Psychology, Sales Results, Sales Strategy, Strategy

Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are not. Factors such as bad experiences with retailers and intermediaries, mediocre service levels, the increasing number of competitors with similar products and brands, cheaper pricing are just some of the causes. The tricky global situation is also creating a more conservative spending climate where saving is now the prevailing consumer mindset. With all of this how do we influence our customers so that they want to buy from us? How …

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How Meditation Can Make You a Better Salesperson

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Life Skills, Neuroscience, Neuroscience in Sales, Resilience, Sales Psychology, Sales Results, Self Development, Success, Wellbeing

In this increasingly complex world emotions such as empathy, compassion and benevolence are emerging as critical qualities of highly successful people, teams, companies and communities. Even in the highly competitive world of business and selling, those sales people and leaders who are able to incorporate these qualities into their daily work and personal lives are finding greater levels of success. This is coming in the form of better sales results and healthier, more prosperous client …

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Know Thy Customer – Buyers in the Driver’s Seat

By / / Attitudes & Behaviours, Coaching, Communication, Sales Driven Organisations, Sales Relationships, Sales Tips

Robyn Creed our Head of Coaching hales originally from country NSW and recently spent a relaxing weekend mustering cattle on her sisters’ 11,000 acre property north of Jerilderie, in NSW. Here is her account of the cattle industry and how buyers are truly in the driver’s seat when it comes to customer buying preferences. “Over the course of the weekend we discussed many interesting facts in relation to producing quality cattle and I realised that like the Apples’ and Samsungs’ of this world cattle producers breed cattle based on the specific needs of what their …

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Every Sales Person Starts as an Educator

By / / Communication, Complex Selling & Transactional Selling, Mindful selling, Negotiation, Sales Culture, Sales Skills

‘Educate and Facilitate’ was voted by our readers as the fourth most important sales trend in Barrett’s 2012 Sales Trends Report. With the 21st Century ‘selling’ not being about features and benefits anymore what has taken its place? Effective selling is a journey from education to opportunity. To sell something we need to educate in order to facilitate an opportunity. Our buyers determine where on that journey we must join them. Is it a well-informed buyer for whom we simply need facilitate the opportunity they seek? …

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So What Does Being Strategic Really Mean?

By / / Attitudes & Behaviours, Life Skills, Sales Consulting, Sales Strategy, Self Promotion

With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming ‘commoditised’,leaders and management are looking for an effective alternative. Everywhere you turn these days companies are (or want to be)’strategic‘. The challenge is, many business leaders and their management generally don’t say what they really mean by that, or how to do it.

So, what does being strategic really mean? Well for starters, being strategic is not …

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Top 10 Tips when Negotiating

By / / Attitudes & Behaviours, Communication, Education in Sales, Life Skills, Negotiation, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Sales Training, Self Development

Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a process and a skill that can be developed. Negotiation can be described as a process that involves two or more people dealing with each other with the intention of forming an agreement and a commitment to a course of action where compromise needs to be reached in order to move forward. …

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Seeing with New Eyes

By / / Attitudes & Behaviours, Collaboration, Ethics & Values, Sustainability & Environment, Teamwork, Uncategorized

Joel Barker, a Futurist, has been a favourite thinker of mine for many years. His way of seeing the world with new eyes, his openness to possibility has inspired me to dream and explore the world. In times of unprecedented change we can be forgiven for feeling scared or worried. We can find ourselves looking backwards at the ‘good ‘ol days’ instead of forwards. We can feel closed to opportunity instead of seeing new possibilities as liberating.

Rather than dwell on the past and become nostalgic I propose we breathe deeply and take a look into the future to see what …

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From Mass Marketing to Markets of One

By / / Attitudes & Behaviours, Collaboration, Communication, Marketing, Sales Skills, Social Sales, Teamwork

”Move over mass marketing welcome to fragmentation and segmentation” was voted by our readers as the third most important sales trend in Barrett’s 2012 Sales Trends Report. Market fragmentation and segmentation is well and truly taking over from Mass Marketing society’s staple way of communicating with buyers for over 50 years. So what will this change look like for our businesses and our customers? Barrett is seeing the relationship between marketing and selling widen as each fights for supremacy in the digital communications era. With this widening gap, marketing will finally …

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How Commissioned-only Selling Ruined the Sales Profession

By / / Attitudes & Behaviours, Customer Service, Education in Sales, Mindful selling, Sales Driven Organisations, Sales Motivation & Rewards, Sales Results

The United States has been responsible for many great innovations but not all have turned out the way the inventors, architects or innovators intended. One such miscalculation was the introduction of ‘commissioned-only’ salespeople.

This initiative spawned negative effect on the reputation and results of salespeople worldwide and its stigma has remained ever since, commissioned or not.

Have you ever wondered how ‘commission only’ selling was born and why it harbours such negative sentiment? To understand the driving forces behind the commission only sales force, one must travel back to the US in …

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