Every Sales Person Starts as an Educator

By / / Communication, Complex Selling & Transactional Selling, Mindful selling, Negotiation, Sales Culture, Sales Skills

‘Educate and Facilitate’ was voted by our readers as the fourth most important sales trend in Barrett’s 2012 Sales Trends Report. With the 21st Century ‘selling’ not being about features and benefits anymore what has taken its place? Effective selling is a journey from education to opportunity. To sell something we need to educate in order to facilitate an opportunity. Our buyers determine where on that journey we must join them. Is it a well-informed buyer for whom we simply need facilitate the opportunity they seek? …

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So What Does Being Strategic Really Mean?

By / / Attitudes & Behaviours, Life Skills, Sales Consulting, Sales Strategy, Self Promotion

With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming ‘commoditised’,leaders and management are looking for an effective alternative. Everywhere you turn these days companies are (or want to be)’strategic‘. The challenge is, many business leaders and their management generally don’t say what they really mean by that, or how to do it.

So, what does being strategic really mean? Well for starters, being strategic is not …

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Top 10 Tips when Negotiating

By / / Attitudes & Behaviours, Communication, Education in Sales, Life Skills, Negotiation, Sales Results, Sales Skills, Sales Strategy, Sales Tips, Sales Training, Self Development

Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a process and a skill that can be developed. Negotiation can be described as a process that involves two or more people dealing with each other with the intention of forming an agreement and a commitment to a course of action where compromise needs to be reached in order to move forward. …

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Seeing with New Eyes

By / / Attitudes & Behaviours, Collaboration, Ethics & Values, Sustainability & Environment, Teamwork, Uncategorized

Joel Barker, a Futurist, has been a favourite thinker of mine for many years. His way of seeing the world with new eyes, his openness to possibility has inspired me to dream and explore the world. In times of unprecedented change we can be forgiven for feeling scared or worried. We can find ourselves looking backwards at the ‘good ‘ol days’ instead of forwards. We can feel closed to opportunity instead of seeing new possibilities as liberating.

Rather than dwell on the past and become nostalgic I propose we breathe deeply and take a look into the future to see what …

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