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The Tricky Business of Discounts

By / / Blog, Negotiation, Sales Relationships, Sales Results, Sales Skills, Sales Tips

In 30 seconds

Asking for a discount can be customary or a signal of needing expense justification. For businesses, avoiding unnecessary discounts is crucial. Discounting devalues offerings, sets poor examples, and erodes trust. The key here is to understand the reason behind the haggling. Then you can either consider meaningfully adjusting your solution to your customer’s budget if that is the issue or offering an add-on. However, any extra offering must align with the solution and add value to it. Transparently communicate value, tailor solutions, and provide meaningful add-ons. This not only builds trust but also enhances your reputation as a …

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The Stuff No One Teaches You About Human Engagement

By / / Attitudes & Behaviours, Blog, Brand & Reputation, Communication, Education in Sales, Human-centred, Life Skills, Presentation & Grooming, Sales Presentation & Grooming, Self Promotion, Uncategorized, Wellbeing

In 30 seconds

We all need to know how to engage, relate, and persuade people. It’s part of life. So, how do we learn to make memorable introductions, deliver compelling presentations, effectively position ourselves for career promotions, and navigate our way through a myriad of human relationships without falling to pieces? When it comes to presenting and engaging with others, a lack of skills can fill people with fear, especially when you’ve never been taught how to manage yourself in these situations. I see this all the time. As one MBA student told me recently on a Narrative, Presence and Presentation …

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Stacking Up Sales: Developing Sales Technology

By / / Blog, Business Growth, CRM, Forecasting, Performance Management, Uncategorized

In 30 seconds

Developing sales technology stacks is crucial for businesses that want to improve their sales processes. By implementing key components such as CRM, marketing automation tools, and sales enablement platforms, businesses can increase efficiency, better analyse data, and provide an improved customer experience. While there may be challenges in integrating these technologies and considering costs, the benefits far outweigh the obstacles. Investing in sales technology stacks can lead to significant improvements in overall sales performance and ultimately drive business growth.

In 2.5 minutes

In today’s fast-paced AI emergent business environment, it’s more important than ever to have the right tools and …

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Engaging, Human-centred Sales Strategies

By / / Blog, Business Growth, Human-centred, Sales Strategy, Sales Trends

In 30 seconds

Sales Strategy is essential to business success. It is how the business organises its sales efforts across the value chain to go to market and determine who you are going to sell to and how to create real value within the given market. A human-centred sales strategy builds trust and transparency within the sales team and with clients. To succeed, businesses must understand evolving customer needs, collaborate, make it easy to buy from them, and maintain competitiveness. Adopting an engaging, human-centred sales approach with an adaptive strategy and change management system benefits business ethics and the bottom line.

In 2.5 …

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Beyond Growthism: Selling Better for a Sustainable Future

By / / Blog, Business Growth, Environment & Sustainability, Human-centred, Sales Growth, Selling Better, Sustainability & Environment

In 30 seconds

Business growth and selling more are usually a top priority for business leaders, and this has been the case for the last 50 years But, our societies -with the rise of inequalities- and our planet -of limited resources and in a state of environmental degradation- cannot sustain growthism (growth for the sake of growing) anymore. We must look for better ways of doing business, models that deliver better outcomes for business, people, and the planet.

In 2 minutes

Business growth and selling more are usually a top priority for business leaders.

‘How do we sell more? How do we grow market …

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Leading With Clarity & Courage

By / / Attitudes & Behaviours, Blog, Emotional Intelligence, Leadership, Sales Culture, Sales Leadership, Sales Management

In 30 seconds

Command and control or administration-focused leaders hinder progress and create toxic environments. Servant and transformational leadership styles provide better alternatives. By prioritising employees’ needs, fostering communication, and encouraging innovation, servant leaders create thriving organisations. Transformational leaders inspire growth, building positive work environments. Effective leadership demands courage and clarity, enabling tough decision-making and transparent communication. Inspiring teams requires articulating a vision, embracing risk, and instilling confidence. By fostering trust and collaboration, leaders drive sustainable outcomes.

In 2.5 minutes

What type of leader would you prefer?

  • One who likes to control everything and everyone around them, only letting people know something if it …

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Reflect, Adapt, and Succeed: The Stop-Start-Keep Approach

By / / Attitudes & Behaviours, Blog, Resilience, Sales performance, Sales Results, Self Development, Success, Uncategorized, Wellbeing

In 30 seconds

It’s the end of the financial year in Australia, and it’s a good time to recognise our successes and reflect on what we’ve learned on the financial year 22/23.

At Barrett we use the “Stop, Start and Keep doing” tool:

  • Stop – What do I/we want to Stop Doing? Identify practices, behaviours, or processes that don’t work for you/your team. This way you can phase it out.
  • Start – What do I/we want to Start Doing? Identify new practices, behaviours, thoughts, or processes that could bring positive change.
  • Keep doing: What do I/we want to Keep Doing? Acknowledge what works and successes …

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    We’re All in Sales – An Internal Team’s Journey

    By / / Attitudes & Behaviours, Blog, Education in Sales, Everybody Lives By Selling Something, Human-centred, Sales Skills, Value Based Selling

    In 30 seconds

    Lately, I have been working with internal teams of an ASX-listed business. These teams include Audit & Risk, Business Consulting, People & Culture, and Diversity & Inclusion.

    Initially unsure about their needing to know how to sell, these teams have embraced the concept of incorporating human-centred solutions and value-based selling strategies into their interactions with internal stakeholders. Whether providing consulting support, ensuring compliance, reporting accurately, or promoting diversity, these teams need to engage, listen to, and persuade their clients to adopt new ideas and practices aligned with corporate goals and governance obligations.

    As the Audit & Risk Team said, ‘We’ve …

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    Sales Strategy: Driving Business Success

    By / / Blog, Business Growth, Human-centred, Sales Strategy, Strategy

    In 30 seconds

    Sales Strategy is how a business organises its sales efforts to go to market, who it is going to sell to, and how it is going to create real value within the given marketplace with its customers.

    A business strategy is essential, but it doesn’t materialise until sales takes it to the field. A sales strategy directs sales efforts with clarity and consistency, unlocking opportunities and driving better and sustainable results.

    Sales strategy is the vital link that transforms ideas into action, ensuring that businesses thrive in the marketplace.

    In 2.5 minutes

    Sales Strategy is how …

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    EQ or RQ

    From EQ to RQ: The Evolution of Emotional Intelligence

    By / / Blog, Emotional Intelligence, Human-centred, Resilience, Sales Skills

    In 30 seconds

    EQ – emotional intelligence – has been top of mind in business since the 1990s.

    Mastering EQ is essential to personal and professional development when it comes to performing well in leadership, sales and service, or any other role, paid or voluntary.

    However, mastering EQ is not enough to help us succeed in business and in life. For people and organisations to flourish and prosper, the nature and quality of human-to-human relationships matter.

    This is where RQ – relational intelligence – comes into play.

    RQ is about self AND other awareness, ethical intelligence, creating a deep sense of mutual trust underpinned by …

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