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Conferences

Conferences

blog, Body Language, Business Development, Communication, Customer Service, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Telephone skills, Value, Video Conferencing

Maximising your teams’ conference presence Top line – why are we attending a conference?As a delegate or to host a trade stand?What’s the conference attendance purpose? Either way, your company has likely chosen to invest in you attending a conference to...
Selling Past the Finishing Line 

Selling Past the Finishing Line 

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...
Stop Focusing on Closing

Stop Focusing on Closing

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...
Are your team slaves to their emails?

Are your team slaves to their emails?

blog, Business Development, Leadership, Objections, Personality Traits, Presenting, Questions

Are your team slaves to their emails…. Is email ‘completion’ determining your happiness and achievement? During a recent survey I wanted to know what the most pressing challenges leaders are facing.  Alongside the normal list of suspects (like my team being motivated,...
Sales peoples evolution from the 90’s to now

Sales peoples evolution from the 90’s to now

blog, Business Development, Leadership, Motivate, Objections, Personality Traits, Presenting, Questions

So, there I am chatting with yet another sales director about their team and how they are going about their business. The words I’m using to describe sales today are ‘sophisticated intelligent approach where we care about a client’s needs and position ourselves as the...
Understanding how and why your clients buy

Understanding how and why your clients buy

blog, Communication, Language, Mindset, Questions, Sales

Succeeding as a leader in your industry means understanding what motivates your clients to buy.  The key to reaching and engaging clients is to understand the decision-making process behind their purchasing habits.  Understanding customers have different motivators...
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