Blog

Hello welcome to our blog page. You’ll find lots of blogs here about sales, sales training, coaching, LinkedIn and the Customer Journey, oh and some New Results news too. Hope you enjoy them, feel free to share and comment.

party

Selling to decision-makers & influencers. Lessons from a kid’s party.

It's great when a business owner recognises who the decision-makers and influencers are. Here's a short story about a kid's party.

If you have children under the age of 10, chances are they're at birthday parties on a frighteningly regular basis.

Really, just how many friends can a five year old child have?  I've got to be honest, the parties aren't normally much fun for the pare…

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LinkedIn, sales

When it comes to your network, size isn’t everything!

It’s not the size of your network, it’s the value in your network.

Having more connections on any social media is good, but having a strong network that you support and help is key.  Likewise, a network that supports and helps you is much better. How do you add some value to your network?

  • Share information that is useful to connections (especially your customers or pote…

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bus

Where do you go for your "Super school days"?

It's important to invest in personal and professional development and for me this comes in many different forms.

I was fortunate enough to attend the bi-annual conference of the Professional Speaking Association (PSA)  in Reading last October. This PSA convention is part of my development and one that I find useful, rewarding and engaging. So, let me explain why:

Seeing some of t…

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clock

Time-management? Forget it.

Time-management.  You can't do it;  it's a misnomer.

Time's the great leveller: no matter how wealthy or poor we are, we all get 168 hours in a week.  Which means that unless you've found a fully functioning TARDIS or Doc Brown's DeLorean, you're as powerless to manage time as the other 7 billion or so folk on Earth.

It's really about self-management: what do you chooseRead More


consumer

Why consumer behaviour is important

Consumer behaviour is important and here's a short story about why.

A long weekend in the magnificent village of London – what could be nicer?

Nevil was already there, having been visiting clients the day before, so I decided to take the early train so we could fill our day.  All started well: a sunny day and an excellent breakfast served up by the friendly team on the Virgin E…

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wedding

How is closing like a marriage proposal?

A lot is said about “closing the deal” or “closing techniques”, and some of the traditional methods are still very useful and at the same time, some new closing techniques are worth exploring.

Firstly let’s define what stages there are in winning more business, increasing your sales and getting customers to yes.

Getting a contract signed, agreeing a face to face meeting …

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cost value matrix

Value based selling

As Warren Buffett is credited as saying, "Price is what you pay. Value is what you get."

If I had a penny for every time a salesperson told me that their customers only ever buy on price, well I'd have a pile of pennies. And yet, the evidence points elsewhere. Here's just a few examples from the last two weeks - all are true and all have been anonymised to protect the guilty

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marketing

We train people in sales not marketing

Yes, it’s true I can’t support you with marketing your products and services, I don’t know the difference between a brand and a logo, colours baffle me, as do buying personas and typologies.

This is all marketing stuff and do you know what? I leave these to marketing experts (check out my work history and what I train and coach people in, it’s NOT marketing).  "Marketing is the…

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Business people

What business people like and dislike about others

What  behaviours do you chose to adopt?

Here's the output from ten business people, across a wide range of industries, on what they like and dislike about others that they've dealt with that day.

Dislike

  • Greedy - wanting us to spend money before seeing what they had to sell
  • Dishonest - told us something that proved to be a blatant lie
  • Read More


training

How is our training different?

When I was 25 years old, you couldn’t tell me or train me in anything, as a salesperson I knew it all, I was hitting my targets, achieving my bonus and living the life of riley. It is only now a few (ahem!) years on that I realise how little I really knew and understood and how important personal training, development and growth is.

The problem with training and development (at that ti…

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Helpful resources...

We spend a lot of time researching our training courses and once we’ve found something useful we love to share it. So here’s some useful free resources for you to read, watch and use.

90 seconds of a meeting

Resources:

First 90 seconds of a meeting

Planning for coaching

Resources:

Planning your coaching sessions

Resources:

Why do customers buy?