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Sales Training

Yes Times are Really Tough – And Selling Harder Might Not Save You Right Now.

The world feels very unstable. Times are tough.

Prices are climbing. Sales are slowing.

Decisions are dragging. Projects being put on hold.

Everything is tightening, contracting.

And let’s be honest… it’s stressful.

The instinct is to sell harder – push more. We have to make our targets. We need to maintain our margins. Get the deal at all costs.

(Our shareholders want their returns you know!)

The instinct?

Push more. Sell harder. Close the deal.

Because targets don’t disappear just because times are tough.

I get it.

But here’s the question…Is that actually working?

Or are you just working harder… for less return?

Creating more stress…for less reward?

Maybe it’s time to Think Differently.

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Why Most Businesses Are Getting AI Wrong (And How to Fix It)

Let’s be honest…

AI is a hot topic

Right now, AI is being used in many businesses, but it is not being managed properly.

And there is a big difference between the two.

In many companies and sales teams, you will find individuals experimenting with AI tools. Some are using it to write emails. Others are using it to prepare proposals. A few are even using it to analyse data or improve their sales conversations.

On the surface, this looks like progress.

But the reality is that there is often not much structure behind it.

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The Technician Who Could Not Sell

Years ago, we bought an expensive photo copy machine for our business. The “Sales Rep” got us to sign the contract, made their commission and went on to find the next customer. We never saw them again. However, at least once every 3 months, a “technician” would come to our offices to service the machine. As he was a “technical person”, he never asked us any “sales” questions. He never asked if we needed paper (we were not even aware that their company sold paper.) He never asked us if we would like additional functionality, such as scanning or faxing (we never knew the machine could do that.) He never offered to upgrade us to a newer, more suitable machine (we thought ours was doing just fine!)

The company never thought to give the technician some basic sales skills, such as creative questioning techniques, to enable them to at least uncover upselling or cross- selling possibilities. Obviously, the company missed many opportunities to serve their customer better and also to make more money. (This is the ultimate win/win in sales – to serve our customer, make a bigger difference and make more money.)

I have a favourite saying on my sales training courses – “Life is a pitch and then you buy!” What this means is that, in some way or another, every one of us is involved in sales of some sort – even if sales is not our job title.

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Why do we struggle to get new customers?

A big part of successful selling is the ability to get new customers. Many of us have been taught to use the tried and trusted “Cold Calling” or “Cold Canvassing” techniques. So we dial their number and launch enthusiastically into our smooth, well planned Sales Pitch, asking for a few minutes of their time to meet and chat about what we have to offer. All too often the answer we receive is – NO. NADA. Nee Dankie. Not now. Too busy. Thanks but no thanks.

In today’s busy world, potential new customers don’t seem Continue Reading

The worst question you can ask a customer

Time is money. First impressions count. To impress our potential and existing customers, we need to make a quick and meaningful connection and leave a lasting impression.

The worst question you can ask a customer is: “So How’s Business?” Continue Reading

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