Are you really listening?

By / / Brain Science, Communication, Customer Service, Negotiation, Neuroscience in Sales, Sales Skills, Value Proposition & Value Add

Ever misinterpreted or missed hearing important information which meant that you missed a vital opportunity? You’re not alone. Listening has always been, and still, one of life’s most vital skills. With so much competing for our time and attention I have found the effectiveness of mine and others’ listening skills are being increasingly challenged.

Where I notice my deficit in this area the most is when I go home after a busy day and my children want to tell me all about their day and I realise my head is still full of my work and other priorities …

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Healthy Salespeople – Healthy Sales Results

By / / Brain Science, Mindful selling, Resilience, Sales Excellence Acadamy, Sales Talent, Wellbeing

Warning! This might sound like your mother.

As I have stated previously, sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. They are self disciplined, self managed and take good care of themselves. You only have to look at them and know they are healthy. Their skin is clear, they have a vitality about them that is fresh, their attitude is positive and they are keen to learn.

What sort of sales culture do you encourage? Is it one of health and wellbeing …

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Peak Performance in Prospecting

By / / Attitudes & Behaviours, Brain Science, Call Reluctance, Emotional Intelligence, Mindful selling, Networking, Neuroscience in Sales, Prospecting, Resilience, Role Clarity, Sales Pioneer, Sales Skills, Self Promotion, Wellbeing

Building on from last week’s topic ‘The Optimistic Sales Professional’ I thought I would extend the theme further and explore the topic of ‘Peak Performance in Prospecting’.

A peak performing prospector is a salesperson who displays passion, self motivation and results focus. They are disciplined in their approach, evaluate and purse viable opportunities while remaining optimistic, resilient, committed and energized. They are ethical at all times and display empathy, respect and courtesy towards their prospects. To help us look at this in more depth let’s look at what is considered peak performance.

What is Peak Performance?
“Sustained, continuous performance at …

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The Optimistic Sales Professional

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Mindful selling, Neuroscience in Sales, Resilience, Wellbeing

Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. An increasing body of research is showing that keeping an optimistic outlook, and having the physical energy to meet the demands of working in sales are critical to a sales person’s effectiveness, success and overall well-being. Something many of us know intuitively, however it good to have it validated.

Managing and overcoming setbacks is key to succeeding in anything. In sales we are tested everyday. Without a sense …

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Watch who you let near your mind

By / / Attitudes & Behaviours, Brain Science, Call Reluctance, Emotional Intelligence, Mindful selling, Neuroscience in Sales, Prospecting, Resilience, Wellbeing, Yielding

With the Sub-prime market issue in the US and its effects on countries and the world’s stock markets featuring as a daily major news item at present who can blame people for getting a bit nervous and worried about the future. You can see it with the panic selling of shares and so forth. However if we let this and other issues get to us and allow ourselves to blow things out of all proportion we can, in turn, create our own demise. Whilst it is critical for business owners and sales people to keep abreast of …

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Meditation as a path to Happiness

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Mindful selling, Neuroscience, Wellbeing

 

Season’s greetings to you, your teams and your families.

I have enjoyed sharing my opinions, ideas and work with you over this year.

I hope it has supported you in some small way to achieve your goals and endeavors and I look forward to being of service to you all in 2008.

 

Now given my focus has been on ‘Sales’ you might wonder why I am focusing on “Meditation as path to happiness’ as my final piece for 2007. There is method in my madness. You may recall some months ago I wrote about ‘reflecting on reflecting’ and how …

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A Time To Reflect

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Mindful selling, Wellbeing

I don’t know about you, but I often find myself reflecting on a whole range of things in my life including my professional sales career and wondering at all the things I have learned over the years.

Conscious reflecting on sales has now become almost a daily occurrence for me, especially, since I have been writing this sales blog. There are so many aspects to selling that the more I look into selling the more I find to reflect upon. So it was with some amusement that I found myself reflecting on reflecting itself and how valuable it …

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Sales and emotional intelligence

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Mindful selling, Neuroscience in Sales, Sales Relationships, Self Development, Success, Wellbeing

The “gender” discussion highlighted by my Sell like a Woman project, articles and other research leads people to believe that women are doing things men cannot because of gender. And this is causing sighing and forelock tugging in some male circles. “Not another feminist on her soap box” or “all men are useless” I hear some say.

As stated previously, my approach is not to denigrate men or idolise women, but to bring you information and findings that give you food for thought to help you make decisions so that you can be more successful at what you choose to do …

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Burnt-out, tired, had enough?

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Mindful selling, Neuroscience, Neuroscience in Sales, Self Development, Success, Wellbeing

Sales is not for the faint hearted, nor is running your own business. For those of us who run our own businesses and/or have careers in sales or sales management, we find we are often faced with stressful situations such as:

  • Budgets to achieve in tougher markets.
  • Challenging clients, staff, peers, bosses or suppliers.
  • Changes that effect your competitive edge with products and services.
  • New market competitors, products, ideas and innovations.
  • Dealing with unethical people or business tactics.
  • New system upgrades or old systems that don’t work well.
  • Not to mention our personal lives and the many changes we face on a daily basis.

How do we …

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Men are from Mars. Women are from Venus.

By / / Attitudes & Behaviours, Brain Science, Communication, Emotional Intelligence, Gender & Sales, Neuroscience in Sales, Sales Relationships, Sales Research, Sales Skills, Self Development

Last week I explained that my blog is called Sell Like A Woman because there is an increasing body of research overseas showing that woman are often outperforming men in achieving sustainable results in sales and client relationships. And I promised you I would start to highlight, from my research, what successful sales women do especially well. So here is your first snippet.

Men are from Mars. Women are from Venus.

I asked 50 highly successful sales women across a wide variety of industries about the differences between male and female sales people.

There was a uniform feeling among all the women interviewed …

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