Seeing the world from your client’s perspective can make for easier sales

By / / Brand & Reputation, Communication, Customer Service, Marketing, Mindful selling, Sales Strategy, Up-selling & Cross Selling, Value Proposition & Value Add, Vision, Mission & Purpose

Each week we meet and speak with a variety of prospective and/or existing clients who have problems they need solving in our area of expertise. It is more than likely we will deal with a mix of clients: some with little or no understanding about what we really do and those with previous experience, knowledge and opinions in our area of expertise. And then there are those clients who are in between. Whatever their level of sophistication, how well we understand and identify our clients’ key priorities and problems, and what they value about working with a credible business partner …

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Practice, Practice, Practice then Play

By / / Brain Science, Coaching, Mindful selling, Sales Management, Sales Skills, Sales Talent, Sales Tips, Sales Training

In the sporting world it is expected that athletes make the time to practice, practice, practice and then go and compete or play the game. Through regular practice they hone their skills, behaviours and attitudes to ensure they are ‘match fit’ and ready to compete at the highest standards.

A sports team needs to make sure that when they are in the thick of the game they can draw upon those skill drills and practice sessions to perform well as a team and perform well under pressure.

When an individual athlete is neck and neck with a competitor racing for the finish …

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A Test of Character

By / / Attitudes & Behaviours, Brain Science, Ethics & Values, Mindful selling, Neuroscience in Sales, Resilience, Sales Psychology, Sales Talent, Self Development, Success

I can honestly say I did not enjoy the early years of my sales career. I initially found it hard, relentless and sometimes really distressing. I was asked to do things I didn’t always understand that significance of. I often felt overly scrutinised by the constant monitoring of activity and performance by my managers. I worked in tough markets in tough times and sometimes wondered if it was worth it. I felt under pressure and sometimes wished I didn’t have to sell at all, however I came to realise that this tough introduction to …

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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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The Law of Reciprocity

By / / Attitudes & Behaviours, Brand & Reputation, Emotional Intelligence, Ethics & Values, Mindful selling, Sales Relationships

Starting out a prospecting call or receiving a customer call with a negative, resigned or flat, uninterested attitude will not inspire anyone and more than likely lose you customers. I find people are often very unaware of just how they come across to other people and then act surprised when people are rude to them or treat them with indifference. They do not seem to realise that they are often the cause of the response.

One of the key challenges of being in a customer-facing role (sales, customer service, technical support, etc.) is that you are not in control …

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Contact vs Connection

By / / Brand & Reputation, Collaboration, Emotional Intelligence, Mindful selling, Networking, Sales Relationships, Value Proposition & Value Add

Know the feeling when you make contact with someone and you both promise that you will keep in touch but never do? Or someone you met briefly at a function, where you exchanged business cards, calls you up asking for one favour after another never seeming to return the favour? Or others still who seem to make friends with you only to use you to get to someone else and drop you and soon as they do? Well you are not alone. These are some of the pitfalls when it comes to networking and …

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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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