Who’s delivering your sales training?

By / / Education in Sales, Sales Coaching, Sales Driven Organisations, Sales Excellence Acadamy, Sales Management, Sales Skills, Sales Strategy, Sales Talent, Sales Tips, Sales Training

You cannot fake real sales experience and sales wisdom. It is one of the professions that is the hardest to teach and train because without real life sales experience you are at risk of being seen as inauthentic.

To help you make the best choice when it comes to selecting the right sales trainer let’s consider the following:

  • What capabilities do you need to be a good sales trainer?
  • What attitudes and mindsets can makes sales people and sales results worse?

To sell or not to sell

Without real life sales experience, you will are likely to lack empathy and real insight for the …

Who’s delivering your sales training? Read Post »

Help! My sales team isn’t coping with the fallout from the GFC

By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Resilience, Sales Coaching, Sales Leadership, Sales Results, Sales Tips, Sales Training, Wellbeing

Many sales people, for the first time, are experiencing tough times when it comes to selling and many are not sure how to handle themselves in these difficult situations.

The current climate is, indeed, a test of character.

Many sales people, especially those in their 20’s and 30’s have not likely experienced selling in tough markets before. For the past 12 years prior to 2008, at least, the business climate in our market place has been, for the most part, buoyant. As we all know it’s very easy to sell when times are good.

It now begs the question: How well have …

Help! My sales team isn’t coping with the fallout from the GFC Read Post »

4 valuable life skills that make for success in sales and any other role

By / / Attitudes & Behaviours, Brain Science, Business Acumen, Communication, Emotional Intelligence, Mindful selling, Prospecting, Sales Excellence Acadamy, Sales Skills, Sales Talent, Sales Tips, Self Development

There are many things written and said about effective sales people, effective leaders, successful entrepreneurs, great teams and so on.

Many descriptions are in circulation. There is an overabundance of experts recommending this approach one day and that approach the next.

Those of us who want to be effective and successful often follow the advice of those experts however we are at risk of turning ourselves inside out and losing sight of what we are really here to do if we keep trying to bend to the winds and whims of the latest management trends, fads, findings, …

4 valuable life skills that make for success in sales and any other role Read Post »

Getting prospects to talk to you

By / / Call Reluctance, Communication, Prospecting, Resilience, Sales Motivation & Rewards, Sales Skills, Sales Tips, Self Promotion

Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you have been post the call?

Making prospecting calls to new prospects and existing clients is still one of the most important sales and business development activities you can do on a daily basis. Even with all the electronic communication and marketing options at hand most businesses still need to have someone prospecting for them to build and forge real business relationships. Top performing sales people make sure prospecting is part of their daily repertoire.

Like many things prospecting …

Getting prospects to talk to you Read Post »

Exceptional Prospectors

By / / Attitudes & Behaviours, Brain Science, Call Reluctance, Competition, Networking, Prospecting, Resilience, Sales Pioneer, Sales Psychology, Sales Relationships, Sales Results, Sales Skills, Sales Talent, Sales Tips, Self Promotion, Social Media, Social Sales, Success
  • “My most important appointment is prospecting and I do it first up every day.”
  • “I qualify all leads I generate and have an approach to handle those that aren’t ready yet.”
  • “People appreciate a professional sales approach and are able to make an informed decision to say ‘yes’ or ‘no’ because I clearly explain, up front, my reason for contacting them using a customer centred approach. They need only say ‘no’ if they’re not interested.”
  • “I have a list of categorised prospects or influencers and a set approach for each category.”

    • Is this what you say, and how you feel and act about prospecting?

    These …

    Exceptional Prospectors Read Post »

    An ideal sales week

    By / / Prospecting, Role Clarity, Sales Motivation & Rewards, Sales Pioneer, Sales Planning, Sales Results, Sales Skills, Sales Tips, Self Development, Time Management
    • Are you finding that you are over servicing your existing clients and not bringing in new business?
    • Are you running out of time each week to do the important sales jobs such as prospecting?
    • Are you at risk of not meeting your sales budget?

    In my many interactions with sales people I have found that many find they have problems prioritising their week. They often get caught up in activities that do not produce revenue, leaving them vulnerable.

    Let’s look at the key activities that should feature as priorities in most sales people jobs:

    Revenue Generating Activities
    Direct

    • Prospecting (phone calls, etc.)
    • New business client meetings (with …

    An ideal sales week Read Post »

    Leading a healthy sales career

    By / / Attitudes & Behaviours, Brain Science, Emotional Intelligence, Neuroscience, Neuroscience in Sales, Sales Culture, Sales Psychology, Sales Talent, Sales Tips, Self Development, Time Management, Wellbeing

    It is well documented that being healthy (physically, emotionally, and mentally) is vital to leading an effective and productive life.

    In sales your health is a critical factor to your success. Many highly successful sales people I meet are self disciplined in all aspects of their life ensuring they are fit, healthy and well trained in their profession.

    Having a healthy sales career is underpinned by the individuals healthy life style, and a well managed business which includes good sales support, clear goals and leadership.

    I have written before in a previous post Healthy salespeople, healthy …

    Leading a healthy sales career Read Post »

    Count your chickens

    By / / Communication, Customer Service, Prospecting, Sales Planning, Sales Relationships, Sales Tips

    Everyone I am speaking to, at least, are aware they are working in a softening market. Some businesses of course are counter cyclical, meaning they can make money in these tougher times i.e. outplacement firms for all the obvious reasons, but they are more the exception. If you market is softer or heading or a down turn it doesn’t have to be all gloom and doom. It’s true now you have to earn your real money through proactive sales practices.

    So with on the agenda, one of my clients in regional Australia kindly sent me a great article on “The three …

    Count your chickens Read Post »

    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 …

    Practice, Practice, Practice then Play Read Post »

    Scroll to Top