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I now know the meaning of hard work

Hard Work

Do I work hard? Yes I do (apart from the times when I don’t). When I was employed throughout my sales and management career, did I work hard? You bet I did: winning awards, bringing major customers into the business, launching new products and developing new lines of business doesn’t happen by itself. When I…

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Try This This Week – Behaviours

Try This This Week video

The three core components that successful sales people have. knowledge skills behaviours

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Try This This Week – Communication

Try This This Week video

Welcome to video number 7 of our Try This This Week videos. We take a look at The Mehrabian Communication Circle and what you need to consider in the way you communicate. Remember you can communicate with Mike via email or phone. We would love to hear from you.

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Try This This Week – Cost Value Matrix

Try This This Week video

  Welcome to number 6 in our Try This This Week series of videos. This week we challenge you to look at what you can do to help put customers in a happy mood. After all a happy customer is more likely to buy from you.

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Try This This Week – What do you do?

Number 5 in the series of try This This Week videos. The big question this week is “What do you do?” When networking it’s a common question, so here are a few things to consider before answering.

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Try This This Week – Perceptions

Part 4 in our weekly series of Try This This Week videos. A short video aimed to help you understand your customers or clients better. So go ahead try it out this week and see what a difference it will make.

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Try This This Week – Face to Face Meetings

Try This This Week

Your Try This This Week is based on face to face meetings and some of the things you might want to consider before you meet a client.

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Try This This Week – Testimonials

Try This This Week

Welcome to the second Try This This Week video. This week we take a look at the power of testimonials.

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Try This This Week

Welcome to the first Try This This Week video. This is a series of weekly videos aimed to help you achieve more sales. Brought to you by Mike Lever the BESMA Sales Trainer of The Year.

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Top 5 mistakes on LinkedIn

LinkedIn

Top 5 mistakes on LinkedIn (and how to avoid them). LinkedIn is a powerful tool and we like LinkedIn a lot at New Results. We have looked into some of the most common mistakes that people make on LinkedIn. We have created a checklist and ideas to help you avoid these common mistakes. 1. Dead…

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Keep your eye on the ball…useless or useful coaching advice?

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I’m guessing you’ve either had this said to you at some point, or said it to someone else.  Seems pretty obvious advice, right?  But how do you check that someone is keeping their eye on the ball without using expensive eye-tracking equipment? This is where coaching comes in. We’re often asked if coaches can only…

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Why use LinkedIn?

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Oh good.  Just what we need.  Another blog on LinkedIn.  Clearly the other 800 million or so results on Google aren’t enough… No, this is a question to you if you’re one of the 250 million plus LinkedIn users out there in the online world.  Why do you use LinkedIn?  We’ve been asking folk this…

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Is there a gremlin in your coaching?

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If you’re of a certain age, you’ll remember the 1984 film “Gremlins” and the three rules that Billy must follow when given his new pet, ‘Gizmo’: 1) Keep it away from bright light 2) Don’t get any water on it 3) Never, ever feed it after midnight. Even if you haven’t seen it, you can…

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Shop, Horror!

My tweet to Steph

As sure as a cheap pack of Christmas cards on Boxing Day, the festive retail sales figures got the usual media coverage.  And the winners are?  Next, Aldi, John Lewis Waitrose and House of Fraser to name a few. I pinged Steph McGovern a tweet with my thoughts (reply still pending Steph!)  Now, without the…

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Why traditional sales training won’t work for Scottish Power

Knowledge, skills & behaviours

We have seen the news today that Scottish Power is being forced to pay customers £8.5M after a probe by OFGEM http://www.bbc.co.uk/news/business-24620304   OFGEM said customers were misled during sales approaches due to Scottish Power’s failure to “adequately train and monitor” staff. We are seeing an increasing number of issues like this in sales teams….

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Recipe for the perfect sales person

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In celebration of it being National Cake Week we thought we would share our wisdom about the perfect recipe for being a great sales person. Oh and not forgetting that we love cakes too! Ingredients 2 x ears 1 x mouth Handful of listening skills 4 table spoons of great questioning techniques 4 teaspoons of self belief…

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The perfect consumers? – Romeo & Juliet

Our consumers; Romeo & Juliet

A fanciful story on what might have been if a certain wedding planner had really understood their customer and their behaviours on the day they visited. Romeo and Juliet.  A good read even though it had a sad twist at the end.  They deserved better. Just think, if Bill had been in a different mood,…

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Is it right to treat customers the same?

Treating customers fairly

One of our directors used to work in banking, but we try not to hold it against him. What’s interesting about the banking sector – in fact, all firms that were regulated by the Financial Services Authority (FSA) – is that they had to adhere to a set of principles called “Treating Customers Fairly”, or TCF…

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Creating value on LinkedIn (Yes really)

LinkedIn is often either overlooked or underused as a tool to build value. These simple five tips will help you create additional value personally, through your company or in the products and services that you sell. Show credibility and expertise Have a company page Share important and useful information Recommendations Connections and what you do…

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New Results Training head west with their strategy

A couple of weeks ago we headed across to Penrith for the Cumbria Expo and we took our trusty game of strategy along with us. The event was run by Exposure Events and was a great opportunity to meet new people and see some familiar faces that had made the same journey across the A66 or Hartside Pass for…

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Training & Coaching at 150mph

As coaches and trainers we’re not usually the ones being coached or trained, and definitely not at 150mph.  But that’s what happened on 9th April. Team building is a great way of engaging your team and according to this article in HR Magazine employees want to take part in team building but don’t get the chance and they would find it useful for…

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Slaying your sales demons

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Competition It’s useful to have competition – they are an indicator of a market with demand and can keep you on your toes.  But we don’t always see them that way, do we? Short of taking the Victor Kiam* approach (he was so impressed, he bought the company!), you need to know how to take…

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Time to act more professionally

“I will see you there at 10.00. ” Is this becoming the new “the cheque is in the post”? Is it not time to act more professionally as salespeople? What possesses people to book meetings for set times and then not bother turning up for them. I sit writing this blog while waiting for a…

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New Results Training guest blog- Simon Raybould

Welcome to our first guest blog in a series of “presenting made simple”  from Simon Raybould. In our November newsletter we gave you a snippet of rule number 1, so how about Rule number 2 to muse over? According to his bio “Simon is a nationally recognised speaker on things like handling nerves, confidence, resilience…

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meet the team – Nicola

  Video to follow shortly. In the mean time you can connect with me on LinkedIn Or give me a ring on 07866484118

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So why is it a triangle?

We’re often asked when we produce one of our triangular business cards “why the triangle?” so here’s a short video to explain. Enjoy.      

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Is your sales pitch helping or hurting?

When in front of potential customers what sort of things do we need to think about before making any sort of sales pitch? Well it needs to be right and appropriate to the audience you are addressing. One of the biggest things potential customers don’t like is a disconnect between them and the person trying…

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Meet the team – Mike Lever

Mike Lever Why not connect with Mike on LinkedIn    

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soft selling tactics- from New Results Training

Soft selling is becoming more popular and as more businesses embrace soft selling an increasingly important factor is the level of trust you build with your customers. A rather clever chap called Charles H. Green co-created the trust equation: Trustworthiness = (Credibility + Intimacy + Reliability)/Self-Orientation You can increase your trustworthiness by increasing your credibility,…

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Soft Selling Tips

Soft selling, is the acceptable face of sales – in fact, when it’s done right it stops looking & feeling like selling and it becomes more like buying. So, how to do it and do it right?  The team here at New Results Training have been training, coaching and consulting on soft selling for more years…

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Meet The Team- Nevil

Nevil Tynemouth Feel free to watch this short video about Nevil Tynemouth and why he does what he does at New Results Training. Plus a few things that you might not know about him You can also connect with Nevil on LinkedIn Or email him at nevil@newresultstraining.co.uk Or ring on 07859026563  

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Not blowing our own kazoo

Think about it, should we blow our own trumpet or kazoo? Should we use the trunk on the car and wipe the windshield? Or are we more likely to use the boot and wipe the windscreen? Speaking the language and terminology of your customers is extremely important, if we don’t do this we risk a…

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Sales coaching – I don’t need that do I?

Top sports people in every field need coaches and top sales people are exactly the same – they need to be coached and developed to ensure that they are delivering the very best against their individual potential. Anyone who manages a sales team should have a clear idea on how to coach and how to…

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Lego Man sells for more than £1000

When I saw this article title I thought: How can a Lego man sell for £1000? .http://www.bbc.co.uk/news/uk-england-tyne-14936095 How do you know what you are worth? Do you represent fantastic value or are you cheap and cheerful? It’s important to be able to define the value of your products and services you offer, after all if…

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How much did the maintenance and service of your company cars cost this year?

How much did the maintenance and servicing of your sales team cost this year? If cars cost more than sales refer back to the “People are our most important assets” quote. Isn’t it time that you reviewed your sales teams and look at how to improve their performance and make sure they can run smoothly…

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5 A side sales lessons

Watching a team (note watching not playing) one side had a particularly skilful number of players – using little touches and flicks, clever step over’s and dummies. Thing was, they were being thrashed (I think I heard one say “we are only 9-3 down lads we can make that up”). The other team (winning by…

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