Pay-off: one way to help a stubborn anti-sales person learn to sell Investment: <1 min Got someone in your team who vehemently rejects the idea of selling? Invite them to convincingly persuade you to excuse them from such activity. If they succeed: They’re better than you thought. Tell them, “you’re a sales legend in the …
Can’t sell, won’t sell! How to crack the tough nuts who don’t want to sell Read More »
Pay-off: how to get a grip and remain productive when people frustrate you in sales Investment: 1.5 minutes In sales or BD, you’re going to discover a sometimes surprising uglier side to people: Some prospects won’t treat you well. Some will lie to you and lead you along. Some will ignore you and disappear instead …
13 ways prospects frustrate you and 13 ways to get a grip Read More »
Pay-off: Learn what to focus on doing, and what to focus on learning to improve your sales performance efficiently Investment: 4 minutes Strengths or weaknesses? Which of these should you focus on in order to improve your sales performance most efficiently? your strengths your weaknesses The easiest (laziest?) most common answer is, “focus on your …
Improve sales performance by learning ‘the one thing’ Read More »
Pay-off: learn to improve sales efficiently by tackling learning in the right order Investment: 10 minutes This post is for individuals wishing to improve their sales performance but also sales directors, team leaders, and those in L&D who contribute to sales learning and development decisions. Note that part 2, next week is written specifically for …
A complete learning process to learn sales faster – part 1 Read More »
Pay-off: learn 3 ‘ABC’ frameworks – the last of which is perhaps your most important sales framework to keep in mind Investment: 2 mins This post follows on from last week’s post on “The 100m learning sprint (towards winning your next sale)” Once you’ve defined the sprint, you can begin to look at how you’ll …
The essential and only ABC of selling you’ll ever need Read More »
Pay-off: The direct way to learning to improve how you sell Investment: 5 minutes Last week I mentioned I’d start sharing some posts that don’t just focus on ‘how to sell’ but on ‘how to learn how to sell’, or better still… How to accelerate your learning to improve how you sell My argument here …
The 100m learning sprint (towards winning your next sale) Read More »
Pay-off: The gateway to learning sales behaviours quickly Investment: 4 minutes Selling is hard. But learning to sell – that’s even harder. The reason selling is hard is the same reason that learning to sell is hard; square pegs don’t like being pushed into round holes. Selling is easier and more enjoyable when fit is …
Pay-off: Eliminate this costly mistake that many technical experts make Investment: 2 minute read, 5 minute video If you’re an expert in technical sales or professional services, or if you’re in BD or sales, this video that’s been doing the rounds is worth 7 mins. (5 if you set it to x1.5 speed in ‘settings’ …
Pay-off: overcome procrastination, make work more rewarding and get home on time Investment: 4 minutes You procrastinate don’t you? Even though people have told you to “break things into small parts” and “just do it!”, you still procrastinate. Why? Because these two pieces of common advice don’t address the root cause of the problem. And …
The only way to completely eliminate sales (or any) procrastination Read More »
Pay-off: improve more easily, steadily and realistically Investment: 1.5 minutes There’s a costly and simple mistake many of us make when trying to improve or develop new habits, behaviours or levels of activity. If you’re finding it hard and frustrating to improve at anything in particular in your work or life, it could be down …
