As a sales trainer, I often hear sales delegates asking how to get over some of the tricky objections. The most common of course being “I have no budget”, “wrong time of year” “I can get it cheaper elsewhere” etc. Dealing with objections can be tricky and if sales people cannot anticipate what is coming,… Read More
It really is true. It works so well too. However getting sales people to learn this technique is no easy task. Let us first of describe what we are talking about.
How many of you watched Deborah Meaden retract her offer of investment this week on Dragon’s Den? What a truly great example of a Sales Person getting in the way of the buying process.
The new season of Dragon’s Den is upon us, (for those reading this in the USA that would be Shark Tank to you) and we have new dragons, very exciting. I am always dumbfound by those people who go in and not know their numbers or the answers to the very basic questions, it is… Read More
The world is now engulfed in the phenomenon that is 50 Shades of Grey and, as Grey this new take on the original story is released just in time for the DVD release (handy) and I am continuing to draw parallels between this and management.
You have a sales team right? Made up of terrific people all very nice, relationship focused and brilliant at a building rapport. There is something missing though. They are reluctant to pick up the phone and hate cold calling. They hold off on calling larger organisations preferring instead to call smaller clients keeping to a… Read More
Congratulations! You have made a significant step in your career and you have begun taking your first steps into management. Nice job. You can look forward to having your own team; more responsibility and really impacting on the results of the business you work in.
Here’s the situation we have all been in. You are asked by your manager to come into a room for “a quick word“. You both sit down and your manager asks you how you have been and makes a little smalltalk. He or she proceeds to tell how well you have been doing with a certain… Read More
Have you ever wanted to become a trainer? Developing people by giving them effective skills and then watching them use them is extremely rewarding. It is however, more than just ‘show and tell’, there are specific skills that help to facilitate learning and make the transfer of skills more effective.
Developing our skills in communication is an ongoing process and never stops, and people always want to be better at understanding these skills.
