Net Neutrality? You Got It!

There’s a lot of talk about net neutrality, and with  US legislators voting to abandon net neutrality, with few people understanding why, what it means and who will benefit (and who will lose out) Burger King made a fun ad to help its customers understand what burger neutrality gives them:   If you want the… Read More »

We Are All Selling Services And Solutions Now

As many market-places commoditise selling organisations attempt to move up their value chain to escape the deathly grip of diminishing competitive advantage. Two common (and often interconnected) approaches to this problem are; adding services to an organisation’s offer and selling solutions. The Move To Services This has several advantages: Stand alone services tend to deliver… Read More »

Sales Demonstration Skills

The demonstration may be to keep customers informed, find needs, or to prove that a solution is the best. These varying aims and stages in the sales process mean that our approach must be appropriate. Common errors include inflexible standard demonstrations and demonstrating our ‘flavour of the month’ instead of responding to the customer. Overview… Read More »

Defining Coaching

Coaching is used to support individuals in achieving results beyond what they believe is currently possible.  It is about ‘people’ with the focus on the coachee.  It is driven by their goals. In sport, we are constantly breaking new records.  Someone wanting to run a certain distance in a particular time will often have a… Read More »

Selling To Difficult People

Being competent in selling is no longer enough. If we do not have ability to build relationships and handle the difficult situations, then long-term sales, repeat sales and cash collection is affected.  Overview Problems may occur in both pre and post-sales. As products/services become more advanced and customers become more demanding, the type of problem… Read More »

Behaviour Management Versatility for Sales People

We must increasingly deal with a wide range of behaviour types amongst the customer group. Our success will be increased if our versatility increases. Overview Increasingly the salesperson must be able to persuade and work with a wide variety of people. This means the salesperson must develop a ‘chameleon’ quality to quickly change behavioural style… Read More »

The Business Imperative For Being A Demanding, Performance Orientated Organisation (One more time!)

It stimulates a success orientated culture that constantly reinforces itself = higher standards and a self-motivating desire for ‘stretch’ performance It aligns the individual’s performance to organisational goals = greater energy around objectives and targets It gives purpose to the on-going  building of individuals’ strengths and potential = increases peoples self-esteem The clarity around the… Read More »

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 »

What is Coaching?

Coaching involves someone experienced in a particular skill transmitting knowledge relating to the skill on an individual person-to-person basis.  Often it consists of a demonstration followed by the trainee imitating exactly what the coach has done. The instruction is immediate, direct and the coach is seen to be taking a personal interest in the trainee. … Read More »

Discipline & Reprimand

Discipline and Reprimand is fraught with pitfalls for the unwary. Handled well, disciplinary procedures can benefit all. Overview Discipline originally meant “to judge by correct standards.” Today the quantity of employment legislation has had a dramatic impact on disciplinary procedures. What a manager/team leader may consider to be flexible or compassion may inadvertently lead the… Read More »

Business Planning

To be proactive, managers must plan. A good business plan provides an effective framework for managers to analyse the key issues and form plans that can be communicated with the necessary people. Overview A well-structured business plan is invaluable as a communication tool, upwards and downwards. It aids discussion and ownership. It allows the manager/team… Read More »

Is Your Organisation Fit Or Sexy?

It can be neither but it can’t be both! Fit Organisations These are operationally effective.  They have a very definable, explainable business model that is scaleable and sustainable.  They obsess about optimising their model, looking for greater efficiencies and ways in using it to exploit further opportunities. Fit organisations stay very focused.  They have ‘traded… 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 »