Sales Training

I’m not a salesperson but I have to sell

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After years of study and polishing technical skills to be a competent professional in a chosen field, it can come as a shock to many people that they need to sell their services and capabilities.

The topic of selling and growing a business doesn’t often feature in university lectures. But in today’s market, a competent selling capability isn’t a nice-to-have add-on, it is an essential business and life skill.

You can no longer rely upon your technical competence alone to ...

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We all want better sales performance, but what works best?

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Most of us will agree that as sales leaders we want better and more consistent sales performance. The approaches on how to get there, however, vary greatly.

Some tactics offer a temporary lift in sales while other strategies deliver more sustainable changes and lifts in performance over the long term.

We’ve outlined three different approaches organisations take to improve sales performance and their impact.

Annual sales training session/conference – 1 or 2 day workshop

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Selling isn’t only for salespeople

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Have you ever tried to persuade someone about the merits of a new idea, service or initiative?

Most sure you have. Countless times.

People do this all the time in our personal, professional and community lives. It is part of being a human.

So how did your efforts go?

Did you get their attention?

Did you convince them to adopt your idea?

Did you both get what you wanted out of the exchange?

Did you feel satisfied that you made a positive impact?

Maybe. Maybe not.

It ...

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Salespeople at Risk of Becoming Obsolete

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The proliferation of internet-based sales channels, that offer everything from simple items such as a toothbrush to some fairly complicated services including insurance, banking and even major items in the B2B sector means that the traditional role of product focused salespeople has changed. Sadly, some companies and quite a few salespeople continue to ignore the encroaching tsunami.

So just what has changed?

The long-time staple of selling (i.e. features and benefits) is no longer adequate. Whilst buyers still need ...

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Engineers, technicians & scientists as sales professionals

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It has been a long held belief that extroverts made the best sales people; the gift of the gab, being charming and persuasive, telling a good story, people oriented and friendly, and all that. However, given the increasing need to make well informed decisions and manage risk before we buy, our warm, chatty, convivial friends may need to learn a lesson or two from the more ambiverted/ introverted types many of whom are deep thinking techies, geeks, and ...

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Are you really listening or just waiting to speak?

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Listen or thy tongue will keep thee deaf… – Native American Proverb

How long do we actually listen to another person before we start interrupting? How quickly do our own thoughts take over and we start thinking about what question to ask or what we need to say in reply even before they’ve finished speaking? Do we find ourselves interrupting the person to give our own opinion or finish their sentences before they are finished?

If this sounds like you, ...

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Stop Throwing Sales People and Sales Managers into the Deep End

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Isn’t it about time we stop throwing our sales people and sales managers in the deep end and expecting them to swim – or sell and lead with no support or training in this case? Isn’t it about time that we had frank conversations with our potential recruits about what sales and sales manager roles really entail and make sure our recruits really do have the skills, mindset and knowledge to take on the role ...

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The real secret to sales success

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How many times have we all been tempted to click on a link that offers us ‘the secret of sales success’ only to find a website or article that is promising a silver bullet ‘if only you do this one thing’ which doesn’t help us at all?

The business of sales excellence is like the diet industry, full of tempting offerings that lead us nowhere fast.

It is only natural that people want simple answers to complex problems. ‘The world ...

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Are your sales conferences pumping or slumping?

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*** Trigger Warning: May contain traces of sarcasm ***

We’ve all been there: a sea of people, pulled together from across the country or region, locked in a windowless room with artificial light, seated at round tables with mints and water, patiently waiting for the parade of presenters to finish their ‘Death by PowerPoint’ presentations so we can get to the coffee station during the day and then the bar at night to start really engaging with our colleagues. ...

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I’m really frustrated because we could all achieve magnificent sales results if only…

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I am, by nature, a realist optimist who looks at what we can do, how we can make things better and so on. But I don’t do things on a whim, my team and I study what is best practice and look to design, build and weave the various ingredients together to create cost effective, human-centred, strategy and process driven transformation frameworks and journeys that deliver magnificent results and highly capable people when it to comes to selling ...

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