Most people will tell you that being overconfident is a bad thing. In fact the definition of overconfident is: “more confident than it is sensible to be, often in a way that is annoying”. But that’s not always the case. In scientific research published in 2012 it was found that being overconfident helped people to […]
How to be successful in sales using your intuition
How many times have you heard these phrases? Sales is a numbers game. See more people, make more sales. You need to have the ‘gift of gab’. Follow the ABC of selling, Always Be Closing. Frankly, some of the old-style sales thinking just doesn’t work in modern sales settings. For anyone who sells products that […]
What does your sales team want from you?
Sales leaders are often challenged by the demands of managing the individual characters within their team to maintain not only harmony amongst the team, but also a sense of satisfaction within the individual. Old-style sales management used to focus on creating monetary incentives as the only reward for great performance. However times have changed and […]
How to use name dropping and ego the right way
During a sales discussion it’s common for your prospect to want to know the types of clients you have worked with previously. They want to feel reassured that you are the right provider to help them. And as an eager seller you want to let the prospect know who those previous clients are. You want […]
Using the write words are so important for professional sellers
Humans make judgements pretty quickly. And what we say (and write) has a significant impact on how others judge us. If you are in a sales role, or if you have direct client contact, how others judge you is really important. It can have a direct influence on how successful you are. Let me tell […]
Has your industry evolved and left your sales team behind?
Industry sectors are always evolving. These days they evolve quicker than ever. Are your team using the same sales strategies and benefit messages they were using 5 years ago? Or even 2 years ago? Are you competing on the right factors for now? An example of the way shifts in selling strategies can quickly evolve […]
B2B sales management strategies to motivate and retain a Gen Y team
The world of B2B sales has changed; and it hasn’t. What hasn’t changed is: The importance of personal communication and self-management skills for sellers. Clients place high value on sellers having Account Management and Solution Selling skills. Sellers have not been replaced by digital and social media. We now have social selling. Buyers want sellers […]