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The Ever-Evolving Path to Sales Mastery

By / / Blog, Education in Sales, Sales Results, Sales Skills, Sales Tips, Sales Training, Success, Uncategorized

In 30 seconds

The road to sales mastery is a dynamic process that involves continuous learning, practice, and adaptation. In the ever-evolving selling profession, this means embracing change and honing skills. Salespeople need to master action-oriented strategies to uncover valuable business opportunities, they require self-discipline, prospecting, account planning, etc. and the ability to build human-centred client relationships to deliver value-based solutions. Accountability is key, and teamwork is vital for success. Sales is a profession driven by curiosity, helpfulness, and fairness. Sales mastery is not a destination; it’s an ongoing journey, a relentless pursuit of excellence in an ever-changing landscape.

In 2 minutes

The …

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The Tricky Business of Discounts

By / / Blog, Negotiation, Sales Relationships, Sales Results, Sales Skills, Sales Tips

In 30 seconds

Asking for a discount can be customary or a signal of needing expense justification. For businesses, avoiding unnecessary discounts is crucial. Discounting devalues offerings, sets poor examples, and erodes trust. The key here is to understand the reason behind the haggling. Then you can either consider meaningfully adjusting your solution to your customer’s budget if that is the issue or offering an add-on. However, any extra offering must align with the solution and add value to it. Transparently communicate value, tailor solutions, and provide meaningful add-ons. This not only builds trust but also enhances your reputation as a …

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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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    4 tips to turbocharge your sales

    By / / Blog, Business Growth, Call Reluctance, Prospecting, Sales Results, Sales Tips

    ‘He who hesitates is lost’ is a saying I have chosen to kick off this topic.

    Why?

    Over 50 years of empirical research into sales success shows that people who do not hesitate to prospect for new opportunities in new and existing accounts on a constant daily basis are five times more productive on average than their hesitant* colleagues. Five Times!

    This research shows that businesses and their people can no longer rely on their technical competence, passive referrals, reputation, brand, or blanket advertising and marketing alone to bring in new business and revenue streams as they may have done in the past. …

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    What is your top sales concern in 2022?

    By / / Attitudes & Behaviours, Blog, Communication, Remote selling, Sales Culture, Sales Process Maps, Sales Relationships, Sales Tips

    In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis.

    At that time, having conversations with business leaders across Australia and internationally, we found the following 11 ‘cracks’ as the most common to have appeared in their sales systems:

  • CRM – The lack of quality and accuracy of customer data
  • No Sales Strategy – zip, nothing, zero
  • A reactive and short-term approach to sales
  • No proactive prospecting activity, capability, and discipline
  • Lack of support and training for sales team to help them keep selling while at different stages of lockdown
  • An overreliance on networking events to get …

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    Sales tips for uncertain times – Here’s how

    By / / Blog, Recruitment & Sales Recruitment, Remote selling, Sales Assessments, Sales System, Sales Tips, Sales Training, Success

    Uncertainty has been our permanent companion over the last two years, and as business and sales leaders and professionals, ‘adaptation’ is -or at least, it should- be our way of doing business. We can shift our thinking by leveraging all that we have learned to propel business forward.

    Here are 3 things that have helped our clients adapt in these changing times:

    1. Remote Sales Training

    Here’s how a remote blended learning approach works and delivers results

    More businesses are coming to terms with the fact that in some cases a classroom setting is not feasible for the foreseeable future, or they prefer to …

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    Barrett Sales Trends 2022 Decarbonising Sales Operations

    12 Sales Trends for 2022 – The event

    By / / Blog, Decarbonising, Sales Tips, Sales Trends, Uncategorized

    On Thursday 2nd December we launched our 12 Sales Trends Report for 2022 – Decarbonising Sales Operations.

    A panel of experts in different fields discussed some of the topics in the report and contributed their insight, stories and case studies to create a rich session full of interesting and inspiring ideas.

    The panel: Cathy McGowan, Keith Badger, Jo O’Reilly and David Lunn

    MC: Sue Barrett

    You can watch the whole event here:

     

    Here are some highlights and where to find them:

    00:07 – 8:33 Welcome and Introduction (Sue Barrett)

    8:34 – 12:01 Meet the panel

    12:24 – 22:38 What’s your take on COP 26 and its outcomes (or …

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    Staying in touch for all the right reasons

    By / / Attitudes & Behaviours, Blog, Call Reluctance, Prospecting, Sales Results, Sales Tips

    Prospecting is the function and ability to ignite opportunities with new and existing clients, new markets, within communities. Prospecting opens many doors if we are prepared to do it – consistently.

    However, prospecting is probably the least favourite activity of people in business. Some people don’t know how to prospect which is a big deterrent to any task. But that can be easily fixed with training and coaching. Even so, others seem to find every excuse under the sun not to call someone.

    It’s not the right time. What if they are busy? What if they say …

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    kick start your sales growth

    Seven Things to Kick Start Sales Growth in the New FY

    By / / Assessments, Attitudes & Behaviours, Blog, covid-19, Customer Service, Education in Sales, Learning and Development, Opportunity, Remote selling, Sales Growth, Sales Leadership, Sales Results, Sales Skills, Sales Strategy, Sales System, Sales Tips, Sales Training, Strategy

    No mucking around. Let’s get straight to the point.

    Things have changed -dramatically- as a result of COVID with new opportunities and markets emerging, old ways of doing things in decline, leaders and teams needing to rethink how we do business, and customers trying out different ways of buying and engaging with suppliers. There’s no time to stand still it seems, but that is what we need to do sometimes to catch our breath, reset, and look at what we need to do next.

    So here are 7 things you can do to get real sales traction and sustainable sales and business …

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    Listening beyond self interest to achieve a fair exchange of value

    By / / Attitudes & Behaviours, Blog, Business Acumen, Common Ground, Communication, Life Skills, Sales Tips

    Back in 2012, I wrote the article – Are you really listening or just waiting to speak – which resonates with salespeople and leaders and gets them thinking about how well, or not, they really listen to others and how comfortable they are with silence and creating the space for others – in this case, their clients – to be heard and understood.

    As we say in the Selling Better Manifesto, Selling is about creating a fair exchange of value between buyer and seller; it’s about mutual prosperity. For that to happen, we need to …

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