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Your Sales ‘Tell’: The Unconscious Habit That’s Costing You Deals

By / / Sales Skills, Sales Tips

In 30 seconds

Sales professionals have unconscious “tells”—habits that instantly signal to prospects “I’m here to sell, not understand you.” Common tells include jumping to premature solutions, asking loaded questions designed to lead prospects toward your product, and selective listening that ignores most of what’s said to find an opening. These tells stem from prioritizing sales opportunities over customer problems. Eliminate them through self-awareness: record calls, review emails, seek honest feedback, and identify when you shift into “pitch mode.” The solution is genuine curiosity. When you’re truly focused on understanding a client’s world rather than waiting for your cue, your tells …

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How to Sell Better using AI (no tech skills required)

By / / AI & Data, Sales Planning, Sales Skills, Sales Tips

In 30 seconds

Many sales teams struggle with AI adoption despite promising stats showing 90% faster proposals and 30% higher email response rates. The gap isn’t sales capability, it’s practical AI application. Our focused 90-minute sessions teach human-AI collaboration for research enhancement, communication amplification, and administrative efficiency. Teams achieve 60% more demos booked, 10+ hours saved weekly, and 66% productivity gains by using AI to enhance existing expertise, not replace it. We help sales professionals cut through the noise with practical guidance on accessible tools that deliver immediate value without requiring technical expertise.

In 2 minutes

Start Small: Cut Through the AI Hype …

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Stop ‘Speaking Your Mind’. Start Winning

By / / Attitudes & Behaviours, Emotional Intelligence, Sales Skills, Sales Tips, Soft skills, Uncategorized

In 30 seconds

Blurting out whatever’s on your mind might feel good for five seconds, but it can kill a deal, a relationship, or your reputation just as quickly. In business, brutal honesty without strategy isn’t courage; it’s carelessness. Emotional Intelligence turns honesty into influence. Pause, reflect, and reframe with empathy. Ask questions to uncover the real concern. Choose words that open doors instead of slamming them shut. Listening builds trust and moves conversations forward. The goal isn’t to “be righteous” in the moment, it’s to achieve the outcome you want and others value. In high-stakes situations, EQ isn’t weakness. …

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Humans-in-the-Loop: Selling Smarter with AI

By / / AI & Data, Sales Relationships, Sales Skills, Sales Tips

In 30 seconds

As AI reshapes sales, success hinges not on replacing people, but on partnering with machines. The “human-in-the-loop” model lets AI do the heavy lifting -analysing data, predicting behaviour, and automating tasks- while humans bring empathy, strategy, and ethical judgement. Like doctors interpreting AI-generated diagnostics, sales professionals must translate insights into value-driven conversations. You decide which leads matter, tell the story behind the data, and build trust that machines can’t replicate. In a world of rising automation and risk, human connection is your competitive edge. With AI at your side, not in your place, you drive better decisions, …

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Your Clients Don’t Want Your Product (And Why That’s Great News)

By / / Customer-centric, Features, Sales Tips, Solution Selling, Value Based Selling

In 30 seconds

Nobody wants a mortgage: they want a home. Nobody wants insurance: they want peace of mind. This truth applies to almost every product: clients don’t want what you sell, they want what it does for them. Yet many salespeople stay fixated on features, forgetting the problem their product solves. Great salespeople shift focus to the client’s desired outcome. Fall in love with their problems, translate features into clear benefits, and ask discovery questions about their world, not your product. By selling outcomes instead of specs, you stop pushing and start helping. And the more you help, the more you’ll sell.

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Trend 11 – Off the shelf AND Customised

By / / Blog, Buying, Customer-centric, Sales Skills, Sales Tips, Sales Trends, Selling Better, Value Based Selling

This is Trend 11 from Barrett’s 12 Business and Sales Trends for 2024. You can download the full report here.

In 30 seconds

In B2B sales, we are seeing a trend where buyers seek quotes from salespeople without specifying a situation, needs, or priorities. Salespeople must strategically offer adaptable solutions, conduct thorough research, present flexible options, emphasise universal benefits, and share customised case studies. Transparent pricing and language implying customisation build trust. Highlighting modular features reinforces adaptability. This approach navigates the challenge of providing value-based quotes with limited buyer information. It positions sales professionals to later …

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Why a Sales Career is brilliant for women’s health & well-being

The Power of Reflection for Sales Success

By / / Attitudes & Behaviours, Blog, Life Skills, Mindful selling, Sales Skills, Sales Tips, Self Development, Success, Wellbeing

In 30 seconds

In a fast-paced sales environment, reflection is often overlooked. However, taking time to analyse experiences is crucial for growth.

Reflection:

  • Fosters self-awareness, improving communication and client relationships
  • Helps salespeople gain valuable insights into client interactions to better tailor their approach
  • Promotes adaptability, allowing salespeople to adjust to changing markets and client needs

Sales activities like strategy planning and coaching already involve reflection. However, it’s also important to schedule dedicated time for deeper analysis and exploration of current situations and new opportunities.

By nurturing a culture of reflection, businesses empower their sales teams for long-term success.

In 2 minutes

While a busy sales environment often prioritises action, …

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Striking Balance – Barrett’s 12 Sales & Business Trends for 2024

By / / Blog, Business Growth, Collaboration, Communication, Customer experience, Customer Service, Customer-centric, Digital credentials, Education in Sales, Emotional Intelligence, Ethics & Values, Human-centred, Hybrid Selling, Leadership, Learning and Development, Opportunity, Sales Consulting, Sales Culture, Sales Driven Organisations, Sales Growth, Sales Leadership, Sales Management, Sales Methodology, Sales Operations, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Sales Training, Sales Trends, Selling Better, Soft skills, Solution Selling, Strategy, Success, Value Based Selling

In December 2023 we published Barrett’s 12 Sales & Business Trends for 2024. This is a summary of that report, in case you missed it.

For decades, the business world has been dominated by what looked like opposites to choose from. You could be a hunter or a gatherer, a manager or a leader.

These concepts have been pitched to the business community as opposing and mutually exclusive choices, forcing a binary mindset. These polarisations don’t apply to modern businesses and sales operations – and they haven’t served us well for some time now.

In 2023 we’ve worked with businesses across industries and …

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12 Sales & Business Trends for 2024 – Striking Balance

By / / 12 Sales Trends Pages Category, Blog, Customer Service, Sales Growth, Sales Leadership, Sales Management, Sales Research, Sales Results, Sales Tips, Sales Trends

For decades, the business world has been dominated by what looked like opposites to choose from. You could be a hunter or a gatherer, a manager or a leader.

These concepts have been pitched to the business community as opposing and mutually exclusive choices, forcing a binary mindset. These polarisations don’t apply to modern businesses and sales operations – and they haven’t served us well for some time now.

In 2023 we’ve worked with businesses across industries and we’ve seen firsthand how sales teams and operations that embrace a holistic mindset fare better in both results and team wellbeing.

This report is about …

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