Take Note

By / / Communication, Mindful selling, Sales Skills, Sales Tips

I would like to focus on something, that at first glance, may appear rather trivial. In fact it might seem so inane that you are wondering why I am even writing about it.

It’s ‘note taking’.

I learnt a very salient, if not embarrassing, lesson in my early 20’s. When in my first sales consulting role I turned up to a sales meeting with a prospective client with no obvious note taking materials. Up until that time I had never been told to take notes by my managers. I hadn’t thought about talking notes myself. I relied …

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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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Be Consistent & Keep Your Customers Happy

By / / Brand & Reputation, Collaboration, Communication, Competition, Customer Service, Sales Culture, Sales Driven Organisations, Value Proposition & Value Add

One of the things that frustrate me the most as a customer is inconsistent service standards, inconsistent procedures and people’s inability to deal effectively and honourably with different types of people. If left unchecked this leads to confusion, frustration, wasted time, wasted effort, impaired brands and reputations, lost revenue and lost customers.

These issues don’t seem to be as much of an issue when you deal with very small companies because usually everyone knows what everyone else is doing and how it should be done even if it is only via word of mouth. However as businesses expand and …

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Culture and Communication

By / / Brand & Reputation, Communication, Sales Culture, Sales Driven Organisations, Sales Relationships, Value Proposition & Value Add

Selling and servicing across cultures is more common now than it has ever been. And as more and more of us come across international sales opportunities I thought it would be worth while looking at some of the challenges we may come across when trying to communicate effectively cross culturally in sales or other business areas.

In many of the articles I have written I advocate for open, honest, trust based relationships. And I still do, however being a direct, no-nonsense, tell-it-like-it-is person that is what I value most. Therefore, by contrast, I can often find indirect, seemingly non-committal, …

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Great Story Tellers

By / / Brand & Reputation, Communication, Marketing, Sales Skills, Sales Talent, Value Proposition & Value Add, Vision, Mission & Purpose

I have noticed that good sales people are often great storytellers. They have the ability to find the right story to resonate with your situation.

They speak from experience and you know they know their stuff. They can paint a picture that is your picture and get you visualizing success in partnership with them.

They seem to be able to connect disparate situations, events or feelings and find the common thread that binds them all together – together for you to connect with. And even if the story they are telling is not directly relevant to your business or market, the situation …

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Learn to say ‘NO’

By / / Attitudes & Behaviours, Call Reluctance, Communication, Ethics & Values, Resilience, Sales Skills, Sales Training, Value Proposition & Value Add

Giving away the margin and undercutting your prices because you can’t say ‘NO’ is no good for anyone. It devalues you, your product, and your market. If done on mass then customers expect ‘cheap’ all the time, not fully appreciating the real value of the products or services they buy. All you do is risk devaluing you and your business.

Just look at the ‘perpetual sales’ going in retail all the time. No one ends up making any money and people go out of business.

Let’s face it; there will always be someone offering their products or services cheaper than you. …

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Constipated by information

By / / Communication, Education in Sales, Role Clarity, Sales Planning, Social Media, Social Sales, Time Management

I confess, like most sales people I do not like – no I hate – paperwork and administration, because in my experience most of it is unnecessary.

Aggh! I hear some people say “information is vital for any business”. Yes it is, but not all of it. What information and how much of it do we really need?

As a sales person I do know the importance of information. It allows me to be focused when getting on the phone and out into the field to find more viable sales opportunities. I am focused on who I need to contact, how I …

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Influencing vs Negotiating

By / / Attitudes & Behaviours, Communication, Emotional Intelligence, Negotiation, Sales Relationships, Sales Results, Sales Skills, Sales Training

It has often been said that very strong negotiation skills are critical to being a high performing sales person. However, findings from our “sales force fitness” profiling work, where we profile critical qualities for successful sales performance in many businesses, large and small, is telling a very different story.

Before you invest your training dollars into negotiating skills training for your sales team, you might like to think about investing it into influencing skills training instead.

Why? The ability to positively influence prospects or clients towards your brand and product offering – more so than negotiation – is what is needed in …

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Exceeding customers’ expectations?

By / / Communication, Sales Consulting, Sales Culture, Sales Skills, Sales Strategy, Teamwork

If I hear “Oh let’s exceed our customers’ expectations” one more time I will scream.

Usually my response is: ‘Why don’t we just meet their expectations in the first place?’ Too many times the marketing hype (the promise) does not always connect with the sales expectation set up by the sales team, which doesn’t always translate into a service experience we were promised in the first place.

We are often left disappointed, jaded and, if it happens more than once, cynical.

Too many of us have stories of where we have been let down by businesses not fulfilling our expectations. We see broken …

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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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