A standard definition of ethical is, ‘conforming to accepted moral standards.’ The challenge then is to decide whose standards we are comparing to - or not. Other professions have recognised bodies which set out standards. This isn’t true for selling. We could probably all agree that unethical selling is: Pushing products or services which you … Continue reading Would you pass the Ethical Selling test?
'What sales methodology do you train?' It's not unusual for me to be asked this in a networking scenario. I notice, for some reason, that the question really makes me bristle. I understand where it's coming from. People want proof or reassurance of some sort that my sales training will work - and for them … Continue reading ‘What sales methodology do you train?’
Have you heard the one about shipping maps?? One of the loveliest sales training projects I did in my early days in business was for the UKHO. They are a government agency that provides maps and data to mariners and shipping companies across the world – sold through a global network of distributors. For hundreds … Continue reading The wrong sales trainer!
Do you worry that you’re not really different enough? Do you find yourself focusing on the shortcomings in your products or service more than the wonderful benefits they bring? Too easily we can sabotage our own sales confidence - and not realise that we're doing it. It might sound like this … 'There are lots … Continue reading Sales mindsets – and veg!
How can you improve your chances of getting a buyer to say 'YES'? It's often said that sales is a numbers game but it doesn't have to be that random. If there is a clear need - and virtually no risk - you've cracked it! There are some great books and pieces of research out … Continue reading How to get to ‘Yes’
In a perfect world we would always know – and have agreed – the next step with a prospective client. However, hands up, I don’t live in that perfect world and I suspect many of you don’t either! For various reasons sales conversations can stall. It may be that we took our foot off the … Continue reading How to reconnect with prospects
With only 10 days till Christmas Day, unless you are in retail, it could be tempting to think that business is done for this year. ‘People are winding down’ ‘They won’t make a decision before Christmas’ ‘No one is talking about 2021 yet.’ For some this might be true. People are tired, it’s been a … Continue reading Why it’s not too late to sell this year
Being seen as a trusted adviser can be a fantastic part of your marketing strategy. It gives potential customers a chance to try before they buy and can work well for service and product businesses alike. But what do you do when all that helping doesn't convert leads to sales You know the story ... You’ve been … Continue reading How to move from helping to selling
It’s something I bang on about – a lot! The importance of questions in selling. And not just any old questions in any old order. Why are they so important? Good questions get to the heart of the problem or the desire that is going to move someone to buy. When executed well they make … Continue reading Sales 101: Asking the right questions
There was a time when life was simpler. When the marketing team were about customer avatars, crafting key messages, getting in front of the right audience with advertising and PR and creating promotions to drive customer trial and sales. What was left for sales to do was the relatively simple task of converting! Of course, … Continue reading Where does marketing end and sales begin?