blog, Communication, Language, Leadership, Listening, Mindset, Questions, Sales
Sometimes I find myself with salespeople who don’t stop selling, and what I mean by that is; they’ve understood the client, the client has decided to come on board, and the rep has not stopped selling. We call this “Selling Past the Finishing...
blog, Communication, Language, Leadership, Listening, Mindset, Questions, Sales
No sales, no success – that’s the harsh reality for any business, no matter how amazing their products or services are. Yet, understanding how to ‘sell’ and what drives a sales team to perform can be complex for even the most experienced. That is, unless...
blog, Business Development, Customer Service, Listening, Sales
Whilst visiting Ulladulla coffee shop back in April, My 10-year-old says, ‘this bacon and egg roll is the best’ and rated it out of 10. Back ‘home’ from that moment on each week we go out for a ‘one on one’ and do some spelling and have a bacon and egg roll and he...
blog, Business Development, Case Study, Leadership, Listening, Mindset, Objections, Sales, Value
Handling Objections part one>>> How to turn objections into a sale. In a previous blog we discussed the core reasons an objection comes up (read it here >>> as it sets the foundation/setting of this blog) Here we’d like to move forward, and look at...
blog, Business Development, Listening, Mindset, Performance
The prospect is either open to you and what you have to offer – or not! If they’re not – you spend the rest of the meeting trying to persuade them you are right for them or you have the right solution. ?Set your opening up for success. Be prepared.?...
blog, Business Development, Leadership, Listening, Mindset, Performance
Growth Mindset Have you heard this term thrown around and wondered what an earth it means? It originates from Dr Carol Dweck and her colleagues after they became interested in students’ attitudes about failure. They noticed that some students rebounded while...
