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Beyond the Transaction

By / / Complex Selling & Transactional Selling, Customer Service, Sales Consulting, Sales Relationships, Sales Skills, Sales Tips, Solution Selling, Uncategorized, Value Based Selling

In 30 seconds

Selling is much more than completing transactions, particularly in B2B and complex B2C environments. Delivering value is crucial for building long-term relationships with customers. To shift to value-based selling, you can start with this 4-step approach:

  • Focus on customer needs
  • Shift to consultative selling
  • Demonstrate ROI
  • Collaborate with customers

    • By moving beyond transactions and adopting a value-based selling approach, businesses can better meet these expectations and build stronger, better customer relationships.

    In 2 minutes

    In the past, sales were often focused solely on completing transactions. However, in today’s market and particularly in B2B and complex B2C environments, customers expect more from the sales and service …

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    We’re All in Sales – An Internal Team’s Journey

    By / / Attitudes & Behaviours, Blog, Education in Sales, Everybody Lives By Selling Something, Human-centred, Sales Skills, Value Based Selling

    In 30 seconds

    Lately, I have been working with internal teams of an ASX-listed business. These teams include Audit & Risk, Business Consulting, People & Culture, and Diversity & Inclusion.

    Initially unsure about their needing to know how to sell, these teams have embraced the concept of incorporating human-centred solutions and value-based selling strategies into their interactions with internal stakeholders. Whether providing consulting support, ensuring compliance, reporting accurately, or promoting diversity, these teams need to engage, listen to, and persuade their clients to adopt new ideas and practices aligned with corporate goals and governance obligations.

    As the Audit & Risk Team said, ‘We’ve …

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    EQ or RQ

    From EQ to RQ: The Evolution of Emotional Intelligence

    By / / Blog, Emotional Intelligence, Human-centred, Resilience, Sales Skills

    In 30 seconds

    EQ – emotional intelligence – has been top of mind in business since the 1990s.

    Mastering EQ is essential to personal and professional development when it comes to performing well in leadership, sales and service, or any other role, paid or voluntary.

    However, mastering EQ is not enough to help us succeed in business and in life. For people and organisations to flourish and prosper, the nature and quality of human-to-human relationships matter.

    This is where RQ – relational intelligence – comes into play.

    RQ is about self AND other awareness, ethical intelligence, creating a deep sense of mutual trust underpinned by …

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    Barrett sales mastery

    Sales Training – Sales Mastery Mindset

    By / / Blog, Sales Results, Sales Skills, Sales Training, Selling Better

    In 30 seconds

    Achieving sales mastery is a continuous journey rather than a final destination. However, developing a sales mastery mindset and creating a sales mastery environment within our organisation is something we can all do. The key to ongoing sales success lies in establishing sales performance standards, implementing sales development programs, and providing continuous learning opportunities for salespeople. By shifting our focus to creating continuous learning cultures designed to help people flourish and work towards sales mastery.

    In 2 minutes

    Achieving the pinnacle of sales mastery is an unattainable goal. However, having a sales mastery mindset enables continuous improvement in the multifaceted …

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    Solution Selling & Value-based Selling

    By / / Blog, Sales Skills, Sales Training, Selling Better, Solution Selling, Value Based Selling

    Are they the same?

    The terms ‘Solution Selling’ and ‘Value-based Selling’ are sometimes used interchangeably. But are they the same?

    The short answer is NO.

    So, what are Solution Selling and Value-based Selling?

    Let’s start with Solution Selling

    Solution Selling is about how customers view solutions, not how salespeople define solutions. All the methods that support real Solution Selling encourage salespeople to work with their customers to gain an understanding of what the customer believes is an ideal solution for them.

    Solution Selling is a sales method that has been, and continues to be, led by customer demands. In fact, it evolved from other methodologies around …

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    Selling Better Faster – Sales Training Case Studies

    By / / Blog, Case study, Sales Essentials, Sales performance, Sales Results, Sales Skills, Sales Training, Selling Better, Uncategorized, Value Based Selling

    When you roll out effective, ethical, human-centred sales training programs to your sales and client facing teams spread out over time really good things happen to your people and your clients, and of course your sales results.

    At Barrett, we have any number of Selling Better transformation programs on the go across a range of industries and business types including big corporates with 1,000s of people through to teams of 5-10 made up of seasoned sales veterans and leaders to people brand new to sales. And what we get on a weekly basis are Selling Better stories from the field about …

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    Sales skills future-proof careers and margins

    By / / Blog, Digital credentials, Education in Sales, Human-centred, Learning and Development, Sales Skills

    We have discussed the importance of soft skills in the past, in fact, it was one of our 12 Sales Trends for 2020.

    However, this is an increasingly relevant topic. It is estimated that by 2030 soft skills will be key in 2 out of 3 jobs. Those with the right skills in the right context will increasingly choose how, where and when they work, and businesses that invest in developing their employees’ soft skills will benefit, too. It’s been estimated by Deloitte Access Economics that employees with effective soft skills could increase revenue by more than $90,000 …

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    Selling Better in Extreme Conditions – Case Study

    By / / Blog, Case study, Learning and Development, Remote selling, Sales Essentials, Sales performance, Sales Results, Sales Skills, Sales Training, Selling Better, Success

    Updated: February 2023

    Case Study – Multinational Client B2B team  

    In February 2020 – before many of us knew we were not going to be able to work in person face-to-face over 2020 and 2021 – we were contacted by the Vice President – Sales & Business Development of ACG, a multinational supplier to the pharmaceutical and healthcare industry. One of their four divisions was looking to become one of the top players in the world for their category and to achieve that they needed to raise the level of professionalism in their sales team and leaders including transitioning from transactional …

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    Selling – a powerful agent for change

    By / / Attitudes & Behaviours, Blog, Common Ground, Human-centred, Life Skills, Sales Skills, Selling Better

    I live by the philosophy that everybody lives by selling something.

    I also believe -I know- that Selling is a powerful agent for personal, social and political change.

    Many people treat selling as a business function, which it is. However, they often see it as something done by others – those called salespeople. Yet when it comes to enacting any kind of change – personal, social, environmental, political – we need to embrace our inner salesperson to take charge and take action.

    Knowing how to sell, ethically and honourably, is a game changer on every level.

    We might have an idea or initiative we …

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