The polarisation of selling & buying

By / / Attitudes & Behaviours, Complex Selling & Transactional Selling, Education in Sales, Sales Driven Organisations

Watch out for polarisation of sales strategies and sales teams as the middle ground begins to disappear in 2012. We will see leaders re-think their sales force structures and go-to-market strategies as products commoditise and real margin value shifts to ideas, education, innovation and results.  ‘The Polarisation of selling & buying’ is the 9th Sales Trend for 2012 voted by our readers.

In the 21st Century a sales-driven organisation needs …

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The Sales Brain – using neuroscience to sell

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

The science is clear, our success resides in how we use our brains – our brains can continue to learn, grow and adapt until the day we die. In 2012 and beyond we are seeing neuroscience and neuropsychology become the topics du jour for sales teams.  Learning how to train and in many instances, retrain our brains to incorporate effective thinking and habits will see brain smart sales teams forging new neural pathways leading to greater sales success.  ‘The Sales Brain – using neuroscience to sell’ was voted the …

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Hot bath turned cold – ditch the Rah Rah

By / / Attitudes & Behaviours, Coaching, Education in Sales, Sales Coaching, Sales Culture, Sales Results, Sales Skills, Sales Training

Have you ever heard the expression “Hot bath turned cold’? Perhaps not, however if you have been involved in the sales training industry or sales management it is a term that is synonymous with the quick, sheep dip, Rah Rah motivational sessions that business leaders and sales managers run for their sales people in the hope that they will sell more.   Sadly the opposite is true.  At the very best these ‘hot bath’ motivation techniques can provide entertainment value, however at worst they can do more harm than …

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What customers really want from their suppliers

By / / Attitudes & Behaviours, Competition, Customer Service, Education in Sales

Most salespeople will be quick to tell you that their customers say what they care most about is product and price. It goes further. When salespeople lose out on a deal the first thing they tell management is that the product quality wasn’t up to scratch or the price was too high.

Yet the studies we have conducted and most of the feedback we get from our clients’ customers is that the most important thing is having a What customers really want from their suppliers Read Post »

Intuitive CRM

By / / Attitudes & Behaviours, Brand & Reputation, Complex Selling & Transactional Selling, CRM

‘Intuitive Customer Centric CRM’ was voted by our readers as the number 10 Sales Trend of the 12 Sales Trends of 2012.  The goal of a CRM solution should be to drive growth (i.e. revenue) and maximize efficiencies (i.e. profit) in business practices and processes developing relationship management (sales) with customers at the centre of every decision.

However, for too long CRMs and sales automation have essentially been technological concepts foisted on salespeople by IT specialists who convinced management (not sales) that CRMs and SAs would …

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Delivering “good service” isn’t enough

By / / Attitudes & Behaviours, Brand & Reputation, Competition, Customer Service, Marketing, Sales Driven Organisations, Sales Relationships, Sales Skills, Teamwork

I was impressed by a brief but excellent ABC News Video on the impact of social media on a business’ reputation and brand, especially when things go wrong and that to reduce or eliminate any negative publicity issues to begin with starts with something rather old fashioned – delivering Service. This got me musing about and the importance of good ‘ol fashioned customer service’ and what it really means today in a digital world.  The team has proposed we adopt C.A.R.E. as our mantra.

What is C.A.R.E. about?

Everyone knows that delivering good customer service is a fundamental building …

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How do your clients really perceive you?

By / / Attitudes & Behaviours, Business Acumen, Communication, Education in Sales, Mindful selling, Prospecting, Role Clarity, Sales Coaching, Sales Culture, Sales Leadership, Sales Relationships

Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they think about you and your company?:

  • ‘I’m so glad I’ve met you; my life/business is better off for knowing you.’
    or
  • ‘Oh that guy (gal), yeh they’re pretty good’
    or
  • ‘They’re nice but I don’t always have the time to chat with them’
    or
  • ‘That arrogant so and so’
    or
  • ‘Aghhh, I don’t trust them, get them out of my office now’
    or
  • ‘Who?’

    • Good relationships take time and effort to build and create something really valuable …

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    Watch who you let near your mind…again!

    By / / Attitudes & Behaviours, Brain Science, Brand & Reputation, Ethics & Values, Life Skills, Neuroscience, Sales Psychology

    In early 2008, as the GFC (Global Financial Crisis) loomed, I wrote ‘Watch who you let near your mind’. This was a timely reminder about the importance of maintaining a healthy mindset, looking for the facts for an accurate read on what is happening in the market place so you can make wise decisions. It served to warn about falling into the trap of relying on innuendo, hearsay and group think to define your future success. Guess what? I find myself again talking about the same issue in 2012, even …

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    Stop talking Price and talk Value instead

    By / / Attitudes & Behaviours, Brand & Reputation, Complex Selling & Transactional Selling, Education in Sales, Sales Tips

    We have been exploring the increasing spate of businesses and sales people complaining about ‘price’ being their biggest issue when it comes to not closing enough sales.

    “Our prices are higher than our rivals. That’s the main reason for us losing business opportunities…” We have heard that statement at just about every sales training course we have ever run.  Not just in Australia, but across much of the world.

    In our opinion using the price argument is a lazy excuse: blaming high prices for the failing to get a deal is an easy way out for

    Stop talking Price and talk Value instead Read Post »

    Just shut up and close the sale

    By / / Attitudes & Behaviours, Communication, Sales Skills

    Sun Tzu, the an ancient Chinese military general, strategist and philosopher, said ‘Move swiftly to overcome resistance…’. In selling that is interpreted as closing when you get a buying signal.

    Yet how many times have we heard the story about the sales person who is so excited about their products they get caught up in convincing the client of their buying decision by continuing to list the associated benefits thus missing the client’s buying signal only to lose the sale?

    The buyer gives the sales person a clear buying signal like: ‘Where do I sign? When do we start? How many can …

    Just shut up and close the sale Read Post »

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