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, 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,...
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...
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...
blog, Business Development, Questions, Video Conferencing
What are the 7 key criteria of high performing salespeople? 1. They ask more than 20 open – and insight building – questions at each interaction – and are ‘present’ when the answers are given. 2. They listen actively and understand what...
blog, Business Development, Listening, Questions
Do your sales team ask enough open-ended questions?  Do they have over 100 questions and regularly use over 40 (different questions for different clients)? Or are they defaulting and reeling out the same questions to each client? Note, the longer they are in the job –...
