Features and Benefits, what’s the difference?

By | 2014-03-17T14:33:20+00:00 March 17th, 2014|Consultative Selling, Customer Service, Engagement, Passion, Sales, Sales Performance, Success|

Nobody who bought an alarm clock wanted an alarm clock…   Last week I was running a sales training workshop with a group of experienced sales people. Some had been on previous training programmes over the years and all of them thought they could explain the difference between a Feature and a Benefit, [...]

Is competition good for small businesses?

By | 2014-01-09T14:47:58+00:00 January 9th, 2014|Leadership, Management, Sales, Success, Uncategorized|

Many people when running a business think it's a good idea to try and avoid competition within the market. Now everyone has their own opinion, it really depends on the type of business you are running and the people that you work with. It doesn't work for everyone. BUT here are a few reasons why [...]

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A Consultative Approach

By | 2013-12-13T11:48:40+00:00 December 13th, 2013|Consultative Selling, Sales, Sales Performance|

When it comes to sales understanding the requirements of clients/customers is extremely important. Of course you don't want to start selling them the wrong thing. The more time you take to get to know each key client in store and understand their needs, the more likely you are able to create rapport and trust. There are [...]

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Don’t say you ‘can’t’ when you can

By | 2013-09-27T14:57:31+00:00 September 27th, 2013|Consultative Selling, Goal Setting, Sales, Sales Performance, Success|

How many times do you hear yourself or other people say 'can't'? Too many? Often we have no idea whether we can actually do something or not because we have never actually tried! Imagine the things that we could do if we all freed ourselves from the limitations imposed by the word 'can't'. It’s interesting [...]

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Matchmaker

By | 2013-08-07T15:37:51+00:00 August 7th, 2013|Consultative Selling, Customer Service, Sales, Sales Performance|

Now if you have read any of our previous blogs then you will have probably heard us going on about something called Rapport. Well of course that's because it is really important when it comes to selling.Here is another technique that can help to build good rapport between you and your customers. Rapport is the [...]

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Passion and Belief… the driving force behind successful business

By | 2013-07-31T11:54:15+00:00 July 31st, 2013|Belief, Engagement, Goal Setting, Happiness, High Performance Culture, Leadership, Organisational Culture, Organisational Happiness, Organisational Performance, Passion, Sales, Sales Performance, Success, The Happiness Effect|

passion and belief, the driving force behind successful business   I just watched “Peter Jones meets...” I have been working flat out for the last few weeks and took some time today to catch up on some of the television I had been recording. I won’t get in to telling you about the [...]

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Face-To-Face Communication

By | 2013-07-26T15:54:13+00:00 July 26th, 2013|Customer Service, Engagement, Sales|

Body language is 48% more powerful than words according to Robert Birdwhistle's research in 1970. Face-to-Face communication is based on 3 factors: our body language, our voice qualities and the words that we use. In fact, most of our communication happens non-verbally.  Contrary to popular belief, what we say is actually less important than the [...]

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Consultative Selling Programme

By | 2013-07-25T12:54:35+00:00 July 25th, 2013|Consultative Selling, Sales, Uncategorized|

Last week our 3 day consultative selling training took place in London and we can happily say that it was a great few days. We definitely can't complain about the weather either, it was hot and sunny but it didn't affect anyone. We had Estate Agents, Mortgage Advisors, Catering Sales and even someone who works [...]

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Fulfilling Requirements – Positive Language

By | 2013-07-11T14:56:18+00:00 July 11th, 2013|Customer Service, Sales, Sales Performance|

Language is a very powerful tool and the way you express yourself will affect whether your proposals are received positively or negatively. Even when you are conveying unpleasant news, the impact can be softened byt the use of what we call positive language. Everything you say to your customers affects their thoughts and emotions. If [...]

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Five Top Tips To Closing A Sale

By | 2013-06-10T16:02:15+00:00 June 10th, 2013|Sales, Sales Performance, Success|

Do you struggle with closing sales? Well here are our five top tips to increasing your chance of closing a sale. There are many closing techniques that you can use and every manager will have a particular technique that they prefer. Sometimes the one which you choose to use could depend on the customer and [...]

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When setting a goal think SMART

By | 2013-05-29T16:15:37+00:00 May 29th, 2013|Goal Setting, Leadership, Sales, Success|

When trying to set a goal it is often, well more than often useful to have a guide or something that you can follow when setting an objective. This minimises the risk of setting unrealistic and unclear expectations and optimises the chance for success. A guide for setting a goal is useful whether it be [...]

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Rapport Skills, building blocks for business growth

By | 2013-04-02T12:52:26+00:00 April 2nd, 2013|Consultative Selling, Customer Service, Engagement, High Performance Culture, Sales, Sales Performance, Success|

Rapport is the foundation for effective communication and positive relationship-building. It stems from finding and/or creating common ground. The ability to build rapport with customers is vitally important. Why? Because, if you have rapport with your customers they are more likely to trust you, listen to you and communicate openly with you. This in turn [...]

Sales Activator – What is Consultative Selling?

By | 2013-03-26T16:30:57+00:00 March 26th, 2013|Organisational Performance, Sales, Sales Performance, Success|

Consultative selling is a highly regarded sales technique used by sales people that provide the products and services that best meets their customer's needs as opposed to using traditional pushy selling selling tactics to get the sale by any means necessary. Adopting a consultative sales approach means not selling something to a customer that he [...]

Creating Legends

By | 2013-03-20T16:10:42+00:00 March 20th, 2013|Customer Service, Emotional Intelligence, Engagement, High Performance Culture, Leadership, Organisational Culture, Organisational Happiness, Organisational Performance, Sales, Sales Performance, Success|

Murray Spangler worked as a janitor in Canton, a small town in Ohio, America. Murray suffered from asthma and the dust stirred up while he cleaned staircases and rugs made his health problems worse. Having given this matter some thought he came up with an ingenious solution. He took a soapbox, a fan, a silk [...]

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Drains and Radiators – Happiness at work

By | 2013-03-14T13:27:17+00:00 March 14th, 2013|Customer Service, Engagement, Happiness, High Performance Culture, Leadership, Organisational Happiness, Organisational Performance, Sales, Sales Performance, Success, The Happiness Effect|

Several years ago I read a book called How to be Brilliant by Michael Heppel, it was fantastic. I was working on quite a big customer service change project at the time and it totally changed my view on what we needed to do. Well not totally changed my view but we did take on [...]

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Relationship Selling for High Street Growth

By | 2013-03-04T16:10:06+00:00 March 4th, 2013|Engagement, Goal Setting, Great British High Street, High Performance Culture, Sales|

The great british high street is quickly becoming nothing more than a set of abandoned stores and a customer-less zone. High street store closures increased last year as Clinton Cards and Game where given the shock of administration. Price Waterhouse Coopers have reported that the net number of store closures in 2012 was around 1800 [...]

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People buy from People

By | 2012-12-22T12:56:54+00:00 December 22nd, 2012|Engagement, Sales, Sales Performance|

People buy from people, It has been said thousands of times, it never get’s old... why? because it is true. People really do buy from people, you could have the best service in the world but if the customer, prospect or client doesn’t like you then it’s a proven fact that you will not get [...]

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