how-do-I-keep-the-cabin-safe-and-people-calm

How do I keep the cabin safe and people calm?

By / / Attitudes & Behaviours, Coaching, Communication, covid-19, Opportunity, Recruitment & Sales Recruitment, Sales Coaching, Sales Consulting, Sales Measures - Inputs & Outputs, Sales Psychology, Sales Skills

In HR you support “pilots and crews” to help them run smooth operations. When a crisis like this one hits out of the blue, and sales and service operations are disrupted, if not brought to a complete halt, it is critical to help everyone get back on their feet again and find solid ground quickly and safely.

Whether your business has been affected by the COVID-19 crisis directly or through the ripple effect across the value chain from suppliers to the customer experience, your sales and service leaders and teams are probably concerned, both personally and from …

How do I keep the cabin safe and people calm? Read Post »

how-do-I-think-and-act-like-Sully

How do I think and act like Sully?

By / / Attitudes & Behaviours, Communication, covid-19, Customer Service, Innovation, Opportunity, Sales Psychology, Sales Skills, Sales Strategy

Do you remember the plane that landed on the Hudson River in New York City in 2009?

Your business might not have been struck directly – like Captain Sullenberger’s plane had been hit by a flock of geese – but the fallout of the COVID-19 crisis has hit us all directly or indirectly creating with it the challenges and opportunities to keep your business going and your teams engaged, productive and sales fit while working remotely or still in the field with your clients. The opportunity during what might be a more quiet time for many businesses is to adjust …

How do I think and act like Sully? Read Post »

How to stay open for business: Selling Better during this crisis and beyond.

By / / Attitudes & Behaviours, covid-19, Education in Sales, Opportunity, Resilience, Sales Coaching, Sales Consulting, Sales Driven Organisations, Sales Leadership, Sales Management, Sales Psychology, Sales Results, Sales Skills, Sales Strategy, Sales Training, Strategy, Success, Teamwork, Wellbeing

Do you remember the plane that landed on the Hudson River in New York City in 2009?

Both engines of the plane lost thrust after colliding with a flock of geese. The plane was going to crash. There was no time to get anywhere else safely. The pilot, Captain Chesley “Sully” Sullenberger, with the help of his co-pilot and crew landed the plane on the Hudson River. All 155 passengers and crew survived. 208 seconds passed from the moment the plane lost power to the safe landing.

The most important factors in this successful landing were that the captain and co-pilot were …

How to stay open for business: Selling Better during this crisis and beyond. Read Post »

Why we can all benefit from thinking like a ‘freak’

By / / Attitudes & Behaviours, Education in Sales, Sales Psychology, Sales Skills, Success

Steven Levitt, the co-author of Freakonomics, SuperFreakonomics, Think like a Freak and When to Rob a Bank, defines thinking like a freak as: “…putting away your moral compass and not worrying about what the answer “should” be, but focusing on what the answer really is. It means thinking hard about causality. It means going beyond the obvious to consider all the possibilities — but still being willing to accept the obvious.”

When businesses, and especially, sales teams and salespeople come across challenges, they usually try to solve them by using the same parameters and approaches they had used in past, but …

Why we can all benefit from thinking like a ‘freak’ Read Post »

The Science of Persuasion

By / / Attitudes & Behaviours, Communication, Sales Psychology

Forget dictatorships, command and control style approaches, persuasion has a lot more going for it when it comes to better sales, better relationships, better team work, better business outcomes and long term change in actions and behaviour.

The term persuasion is most commonly associated with sales people. And there’s a good reason for that. If we consider the Business Dictionary definition of persuasion, “process aimed at changing a person’s (or a group’s) attitude or behavior toward some event, idea, object, or other person(s), by using written or spoken words to convey information, feelings, or reasoning, or a combination of them”, it …

The Science of Persuasion Read Post »

The power of language and intent in Sales & Coaching

By / / Attitudes & Behaviours, Brain Science, Coaching, Communication, Neuroscience, Sales Coaching, Sales Culture, Sales Leadership, Sales Management, Sales Psychology

For the last 5 weeks I have been working around Australia helping a major client get their sales leadership team ready to roll out their new Sales Strategy and Sales Process, their version of ‘the way we sell around here’. It’s been pretty exciting and extremely well received. Why? The language we are using is clear, simple, strong and positive. Our intent is purposeful and inspiring. There is a compelling reason to want to be a part of this new era. People can see a clear pathway forward.

Part of this sales strategy and sales process roll out …

The power of language and intent in Sales & Coaching Read Post »

Getting your sales perspective in 2015

By / / Attitudes & Behaviours, Brain Science, Communication, Emotional Intelligence, Life Skills, Sales Psychology, Sales Skills, Value Based Selling

Perspective Taking is a critical life skill that can serve us well no matter what role we are in.

Perspective Taking is also a vital sales skill if we want to develop viable relationships with clients, influence people to consider and buy our offerings, grow sales and lead successful sales careers.

What is Perspective Taking?
Perspective Taking is the act of viewing a situation, or understanding a concept, from an alternate point-of-view. Perspective Taking is the process of temporarily suspending one’s own point-of-view in order to view a situation as someone else might. This process does not necessitate any form of affinity, …

Getting your sales perspective in 2015 Read Post »

Why addressing Risk is 3 times more important than the benefits

By / / Attitudes & Behaviours, Business Acumen, Education in Sales, Neuroscience in Sales, Sales Psychology, Sales Skills

Plenty of time and effort is put into talking up the benefits of our products and services in a selling situation. Sales people often focus on why the benefits are important to our clients and how our client will be better off if they buy from us, etc.  This has been the mainstay of sales for years. Think of all the time, effort and money that goes into meetings, brainstorming sessions, designing and creating glossy brochures and marketing materials (hard copy and virtual) to define and promote the benefits of what we do and offer. …

Why addressing Risk is 3 times more important than the benefits Read Post »

Sales Psychology – The Theory of Mind

By / / Attitudes & Behaviours, Communication, Emotional Intelligence, Life Skills, Mindful selling, Sales Psychology, Sales Relationships

When we interact and work with people (customers, colleagues, managers, friends, family, etc.) it is important to be able to interpret and understand where the other person is coming from – their perspective, especially if we want to continue interacting and working with them in a manner that is beneficial to both parties. Interpreting and understanding where another person is coming from does not automatically imply that we agree with their perspective.

We may not agree. However, we at least know where they stand, what their perspective is, how they see the world. Ideally, the other person would respond in kind …

Sales Psychology – The Theory of Mind Read Post »

Does your sales team or culture need a detox?

By / / Attitudes & Behaviours, Ethics & Values, Sales Culture, Sales Psychology, Uncategorized

It doesn’t take much to sow the seeds of discontent in business today, and the potential for creating dysfunctional, “toxic” sales teams and culture is much easier than you think. There are so many things that can and do go wrong.

We at Barrett have met and worked with a great many sales teams across all sorts of industries over the years. In all honesty, we are yet to come across the ‘perfect’ sales team. That doesn’t mean to say that there aren’t great sales teams operating out there, because they do exist, but like every great team, their greatest can ebb …

Does your sales team or culture need a detox? Read Post »

Scroll to Top