Tag Archives: Photo

The Four Stages Of Negotiating

Preparation Gather all the relevant facts from as many sources as possible to have the widest view of the situation. Having done so you will be able to assess your bargaining power and that of the other party and as a result, the scope for either party to apply leverage. You need to be clear… Read More »

Are Your Employees Under Performing?

Detecting Poor Performance Detecting poor performance in an employee is not always as easy as it seems, but any check list should cover the following: Aggression:  Appears to provoke a lot of conflict?  Others seem reluctant to work with them?  Customers sometimes complain about behaviour? Childishness:  Practical jokes?  Silly comments?   Keeps colleagues up late at… Read More »

Displacement Selling Part III

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 »

Displacement Selling Part II

Any account that gives you a good share of their business is a target for your competitors. A classic error is only to focus on obtaining market share from those that are not yet giving a significant market share. There are a number of other classic errors in defending market share. We must develop effective… Read More »

Displacement Selling Part I

Having tried ‘normal’ sales approaches there are often people/accounts who fail to respond. Displacement Selling explores other reasons and approaches to increase market share or penetrate a new market. Participants are asked to bring problem accounts with them. Overview We must fight for market share. This means we must use excellent selling skills and effective… 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 »

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 »

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 »