Category Archives: Adding Value

Advanced Selling Skills

As products and services become more alike the real competitive edge lies in the skill of those dealing with customers. Advanced Selling Skills takes selling skills to a more advanced level. Overview In a competitive situation, every minor aspect of selling becomes more important. As products and services become more alike, or can answer the… Read More »

Delegation Skills

The effectiveness of a manager and the growth of the team often depend on the manager’s ability to delegate. Overview Delegation is not ‘dumping’ or merely allocating tasks. It is a skill that comparatively few managers/supervisors/team leaders process to a high level. Done well, delegation makes a significant difference to the motivation of the individual… Read More »

The 7 Forces Of Change That Might Keep You Awake At Night

Supply-side (rather than demand-side) economics Unless you enjoy some form of protection (patents, regulation restricting supply etc) you will be in a market where supply is running ahead of demand. Too much ‘stuff’ is chasing too few customers. Required Action – Make  your offer more distinctive, love your customers more that your competitors The cost… Read More »

Dealing With Objections

Whatever your product, there will come a time when your prospect raises an objection – a reason for not accepting what you offer.  Customers use objections to play games with salespeople. They also use them as a way of expressing in a deal: “I don’t think we can use this…” can often mean “Tell me… Read More »

How Do You Define Value?

The concept of value is an endemic factor of business life. Every organisation is selling ‘value’; every purchaser (whether another business or consumer) is looking to buy ‘value’. So what exactly is value? When helping clients with the development of their customer values propositions (CVPs) we a simple but powerful equation: Benefits – Costs = Value… Read More »

Six Essential Requirements Of Real-Time Sales Management Information

Knowing more than your customers, before your customers, in a joined up way is now a business given. Below are the primary data sets any self respecting sales organisation should have a handle on: Customer Data The holy grail. A 360° view of what they are bought, buying, and thinking of buying by product/service line,… Read More »

Six Signs of Real Solution Selling

The  concept of solution selling has become devalued to the point where everybody is ‘selling solutions’. See Private Eye (www.private-eye.co.uk)  for some of the most extreme and ridiculous examples. In our work we have found bringing clarity to clients’ value propositions in relation to how they view solutions is hugely beneficial in making their sales… Read More »

Innovation/Creativity – It’s Easy To Talk About, Much Harder To Actually Do

Every business talks about being ‘innovative’ or being more ‘creative’ as part of its vision or values. Management will talk about blue sky thinking, or its more robust cousin blue ocean strategy, without doing much else. Often people will talk about innovation and creativity as the same thing which doesn’t help. You might mean them… Read More »

The Difference Between Those In Sales Management Positions That Can Add Value And Those That Can’t

This year has shown that in interesting times some approaches are more effective than others, some sales leaders really do shown a navigable path through to improved performance, whilst other less able managers add no value at all through their visible anxiety and single dimensional approach. We have captured the main difference in a table… Read More »

How To Hard Wire Improved Sales Performance Into Your Organisation

Every business would like to improve its sales performance.  That being the case, why do most sales organisations struggle to do anything more than just exhort their sales people to do better?  The fundamental problem lies with a lack of rigour and understanding around the relationship of cause and effect. What are the inputs that… Read More »

Laminated Or Live?

We often visit organisations with clearly articulated values. They’re easy to spot, they have posters with the values on in reception, and often employees each have a handy little credit card sized version of them to carry around. Some even wear their security passes on values embossed lanyards. We occasionally visit organisations with a well… Read More »

Techniques For Avoiding Redundancy

  There is no sure fire way to avoid redundancy, however there is real evidence of positive discrimination around the criteria used for selection that can improve your chances of staying off the list: How To Avoid Redundancy (Positively) Do the job you are paid to do brilliantly. Create as much additional value around your… Read More »