8 Top Tips To Stop Yielding and Start Earning

By / / Call Reluctance, Coaching, Prospecting, Sales Assessments, Sales Tips, Sales Training, Yielding

Do you experience difficulties asserting yourself with others in a sales context? Is maintaining positive relationships with clients so important to you that you are concerned these relationships may be damaged if you are perceived as pushy or intrusive? Do you hesitate to prospect, sell or self promote due to a reflexive fear of being considered too pushy, intrusive, or selfish? If you recognise any of these behaviours you might just be suffering from the debilitating behavioural issue known as ‘yielding’ which affects many sales people and keeps them from earning what they are worth. …

8 Top Tips To Stop Yielding and Start Earning Read Post »

Procurement & Value Managed

By / / Customer Service, Procurement, Sales Culture, Value Proposition & Value Add

‘Procurement & Value Managed’ was voted as the Number 8 for Sales Trends for 2011. In 2011 we are seeing the development, thinking and sophistication of the Procurement Profession accelerate. This progression will surely see procurement on the front foot of supply chain management. Around 60 percent of major global corporations now have Procurement and Supply at the executive table alongside sales, marketing, finance, production, HR, IT, etc. Security of supply, environmental credentials, sustainable business practices, integrative processes and business cases will be up for discussion at the executive …

Procurement & Value Managed Read Post »

Age Old Lawn Bowls Turns New With Social Media

By / / Attitudes & Behaviours, Sales Culture, Social Media, Strategy, Success

Lawn Bowls clubs are innovating to attract new members, even running bare-foot bowls and speed dating bowls for new and existing members. If the sport of Lawn Bowls can embrace the internet and social media to reinvigorate its brand, increase participation, grow its members and lift revenues, then so can we all.

Lawn Bowls has been around for hundreds of years with its origins supposedly dating back to Ancient Egyptian times along with its cousins, Bocce and Pétanque. It’s often been seen as a traditional sport for older people with rigid rules and recognisable but rather unattractive white uniforms. I can …

Age Old Lawn Bowls Turns New With Social Media Read Post »

7 Signs That You Are In The Presence Of A Sales Narcissist

By / / Attitudes & Behaviours

Stop trying to impress me. It’s a real turn off. I can make up my own mind about whether I like you; trust you; believe you, or not. You don’t have to make up my mind for me.

Despite this, you continue to dominate my space assertively trying to convince me of your merits. My logical brain shows me a well presented, confident individual yet my intuition, my gut, is telling me to be wary of you because I’ve seen people like you beforeand the result usually isn’t very nice.

If you haven’t worked it out yet it’s everything you pride yourself …

7 Signs That You Are In The Presence Of A Sales Narcissist Read Post »

Rethinking Sales Incentives – The Science of Motivation

By / / Attitudes & Behaviours, Sales Management, Sales Research, Success

‘Rethinking Sales Incentives’ was voted as the Number 8 Sales Trends for 2011. Incentive programs, commissions and bonuses have been synonymous with sales teams for at least the last 50 years. However throwing more money at sales teams to perform better, especially in these more complex and creative times may be a thing of the past. While the ‘carrot and stick’ approach has been reasonably successful for most sales teams in the twentieth century, especially when sales people were simply selling product, scientific research is showing if you …

Rethinking Sales Incentives – The Science of Motivation Read Post »

5 top tips on how to produce a winning sales proposal

By / / Communication, Prospecting, Sales Tips, Success

A good sales proposal demonstrates real value; a quote just offers a price. Many sales people are required to produce a proposal or quote after an initial meeting with a client or prospect. This is a critical part of the sales process. Many sales people however, loathe producing proposals and consider it a chore believing they don’t get maximum value or return from their efforts. Often reduced to quoting prices or at worst just a ‘find and replace’ to change the client company name, sales people can do a lot better for themselves as well …

5 top tips on how to produce a winning sales proposal Read Post »

Avoid the Brain Drain – Why Brain Fitness Equals Better Sales

By / / Attitudes & Behaviours, Brain Science, Neuroscience, Neuroscience in Sales, Sales Psychology

What does neuroscience and increased sales have to do with each other? It seems more than we would think. The latest research into neuroscience reveals that how we use our brain does make a huge difference to our long term sustainability, our overall wellbeing and our success in sales and other professions. The world of neuroscience proves what high performers have intrinsically done all along – by engaging in effective self appraisal, continuous learning, a healthy lifestyle and a mindful approach to work and one’s personal life leads to clearer thinking, better decisions and much …

Avoid the Brain Drain – Why Brain Fitness Equals Better Sales Read Post »

The New Age Customer

By / / Customer Service, Procurement, Sales Leadership, Social Media

In a world still recovering from the GFC and grappling with the buzz of social media, we are now in the midst of a war between retail and online shopping facing daily decisions about purchasing locally or overseas, and B2B sales teams challenged with moving from selling product transactions to being business people who can sell value and ideas. It’s no wonder that businesses are grappling with the new age customer who has emerged looking somewhat different in this new climate.

Sales leaders often struggle with the changing dynamics of the customer relationship. The Sales …

The New Age Customer Read Post »

Let’s not assume

By / / Attitudes & Behaviours, Communication, Sales Skills, Sales Tips, Uncategorized

There is an old saying “assume makes an ASS out of U and ME” and for good reason. Too often sales people find themselves jumping in too soon, offering premature solutions when it comes to dealing with a prospective client’s needs or priorities.

Often they begin with the best of intentions by asking some preliminary questions of the prospective client. But many sales people report finding it hard to continue asking questions when opportunities present themselves during the course of the conversation. Instead, they want to begin talking about possible options …

Let’s not assume Read Post »

Are you a Sales Pioneer?

By / / Attitudes & Behaviours, Sales Pioneer, Success

‘Sales Pioneer’ was voted as the Number 7 Sales Trends for 2011. As the business world and selling become increasingly complicated, the Sales Pioneer is emerging to help us all map a pathway to the future.

Unafraid to ask the hard questions, uncover new opportunities and challenge the precepts and ideas of their clients and companies alike, the 21st Century Sales Pioneer is not afraid to stand up and be counted.

The 21st Century Sales Pioneer works in healthy and dynamic collaboration with clients including …

Are you a Sales Pioneer? Read Post »

Scroll to Top