The Difference Between Selling and Negotiating

By / / Attitudes & Behaviours, Complex Selling & Transactional Selling, Mindful selling, Negotiation, Sales Coaching, Sales Culture, Sales Management, Sales Skills, Sales Training, Success

Many people, especially sales people, often share the mistaken belief that Negotiation forms part of every sale which is not true. We often hear ‘my people need to be able to negotiate’ when upon further inspection they first need to learn how to sell. The reason many rely so much on negotiating is that their initial sales job was a poor effort. They neglected to properly establish the clients’ real priorities and needs and didn’t demonstrate how they can help the customer achieve results; financially as well as via their products, services, knowledge or intellectual …

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Turning Underperformers Into Sales Winners

By / / Coaching, Sales Coaching, Sales Leadership, Sales Management, Sales Results, Sales Training

Underperforming sales people plague sales managers and organisations in every industry sector. Over the decades business leaders have adopted an assortment of tactics to combat and address this issue, with most showing little in return. Some large businesses have a policy to let go of the bottom 10-20% of sales performers each year and replenish with new sales blood. Other organisations are too slow to address the real issues affecting poor sales performance often tolerating incompetence. Neither strategy is useful, leaving people operating in a climate of fear or mediocrity. …

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What Athletes, Top CEO’s and Pop Stars Have in Common

By / / Coaching, Sales Coaching, Sales Leadership, Sales Management, Sales Training, Self Development, Success

Elite athletes, pop stars, top selling writers, politicians, Fortune 100 CEO’s all have one thing in commonthey hire coaches to help them achieve their goals faster and become or maintain their ‘number one’ status. Elite performers see the value their coach brings to their craft. They know their coach will help them gain and create insights that transform their performance. The rest of us can take the same approach. Many salespeople see the value of hiring a sales coach to help maintain an edge internally and over …

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Why B2B Buying Decisions Are Taking Longer Than Ever

By / / Attitudes & Behaviours, Communication, Mindful selling, Sales Coaching, Sales Forecasting, Sales Leadership, Sales Management, Sales Measures - Inputs & Outputs, Sales Pipeline, Sales Planning, Sales Relationships, Sales Training

Are companies taking longer to make buying decisions or does it come down to impatience on the part of the B2B sales person, in a hurry to reach their sales targets? It seems nowadays buying decisions are taking longer to make than in previous years. This slow purchasing process isn’t just happening at the enterprise level in large scale businesses, it’s extended right across the board.

Protracted buying is dramatically slowing the sales process. The flow-on effects of such time delays are causing blow-outs in the cost of sale for many

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8 Top Tips To Stop Yielding and Start Earning

By / / Call Reluctance, Coaching, Prospecting, Sales Assessments, Sales Tips, Sales Training, Yielding

Do you experience difficulties asserting yourself with others in a sales context? Is maintaining positive relationships with clients so important to you that you are concerned these relationships may be damaged if you are perceived as pushy or intrusive? Do you hesitate to prospect, sell or self promote due to a reflexive fear of being considered too pushy, intrusive, or selfish? If you recognise any of these behaviours you might just be suffering from the debilitating behavioural issue known as ‘yielding’ which affects many sales people and keeps them from earning what they are worth. …

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Why we should coach, manage & measure Sales Inputs rather than Sales Results

By / / Coaching, Communication, CRM, Performance Management, Prospecting, Sales Forecasting, Sales Measures - Inputs & Outputs, Sales Pipeline, Sales Training, Success

Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results – the Outcomes. Managing by numbers, sales managers can get blinded by measuring the number of sales made and revenue and profit margins achieved rather than focusing on the vital activities that produce these outcomes in the first place- The Sales Inputs.

Every outcome is the result of its inputs. Every effect has its corresponding cause(s).

Consider the following questions:

  • Do you know how your sales people actually achieved their …

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Like exercise, prospect a little each day and stay sales fit

By / / Call Reluctance, Prospecting, Sales Skills, Sales Tips, Sales Training, Self Development, Success, Time Management

Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task of prospecting anxiety provoking and tend to put off the prospecting task in favour of more desirable or less frightening tasks. Yet in their desire to escape prospecting they inadvertently set themselves up for greater issues in the future.

Prospecting is the oxygen that fuels the fire of sales. Prospecting involves a series of sequential activities designed to:

  • Identify your prospect
  • Qualify your prospect
  • Prioritise your prospect

Prospecting is therefore a step-by-step process for identifying …

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Do you miss out on growing sales because your clients’ pigeon hole you?

By / / Attitudes & Behaviours, Coaching, Communication, Sales Assessments, Sales Tips, Sales Training

Do you have trouble introducing your clients to new products and services? Does their memory seem to spring back to what you used to do or your initial offering to them? Do they seem to pigeon hole you in a certain category, unable to see or acknowledge that you offer other products or services?

This is a common problem for many businesses especially when they start out as one thing and evolve into something more than a ‘one trick pony’. For instance, one of our client companies has recently merged their new product business with their service and spare parts business …

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Can a sales manager be an effective sales coach?

By / / Coaching, Performance Management, Sales Leadership, Sales Management, Sales Talent, Sales Training, Success

Coaching usually focuses on two areas of development to achieve excellence: skills and performance. Excellence in performance is knowing the right processes to apply in the right situation, coupled with the personal insight to know how to apply them wisely. An effective sales coach is there to help people achieve excellence and realize many more benefits.

However to be an effective sales coach your people must experience you as a support in helping them achieve higher performance and not a hindrance. Often people experience performance improvement initiatives as ‘threats’ or ‘aimless chats’ leaving people feeling …

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Should ‘Selling’ be studied at University?

By / / Coaching, Education in Sales, Sales Research, Sales Training, Self Development, Success

Barrett Research invites you to express your opinion about whether ‘Selling’ should be an applied academic degree. Please complete our Graduate Degree for the Sales Profession’ survey and voice your views.

With the profession of Selling becoming increasingly more complex involving many more variables and the shift from product being at the heart of selling to strategic relationships, collaboration, true value, sustainability and transparency now on the agenda we believe it’s time for ‘Selling’ to step out under the shadow of Marketing and MBA’s to have its own degree status. Recently I was invited to …

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