Articles
We’ve written a number of articles about the psychology of selling and how it can help organisations and Sales Leaders to get the best out of their teams; and individuals to get the most out of their careers.
If you’re in sales we hope these articles will be really useful for you. Those who are new to selling, tell us the principles are a revelation for them. If you’re established, it will reinforce your belief in what you do and give you a different perspective on how to further improve your performance.
Whatever field you’re in, you need to be able to sell – it’s a fact. At some point in life, you will need to sell yourself, your ideas, your products, your business, your team, your services or your opinion. You continually have to influence and persuade people. That is true for all of us. These articles will show you how you can do that while engaging more deeply with the people around you. It will be beneficial to everyone in your life.
Understanding Personality Types to Effectively Engage with Clients
Understanding and acknowledging the diversity of personality types is essential when dealing with clients. Every individual sees the world from a unique perspective, and their personality reflects this perspective. In this article, we will explore the importance of...
Stop Micromanaging and Become a Coaching Leader!
Many managers find themselves micromanaging their teams, despite being past high performers themselves. Transitioning from being a high performer to a ‘coaching leader’ requires a shift in mindset and approach, one that isn’t immediately obvious. In this article, I’ll...
The Secret to Building a High Performing Business Team: Improve Your Emotional Bank Account for Long-Term Success
“When the trust account is high, communication is easy, instant, and effective.” ― Stephen R. Covey, The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change In his brilliant book, The Seven Habits of Highly Effective People. Stephen Covey...
How do you measure sales effectiveness?
This question was foremost on my mind for a number of years as a sales & business manager. Sales teams are the growth engine for many businesses and from my experience measuring sales capability is not as easy as it might seem. As a sales manager the answer I cam...
Get primed for growth…
Since the pandemic many businesses working in B2B markets have found increased growth opportunities as their clients refocus their own efforts on growth. But not everyone benefits from market growth, only those business teams who are proactive and taking the right...
Inspire Influence Sell: The Masterclass Series – Article 6: Are you the barrier to your sales team’s sucess?
When it comes to selling, if the process you want to follow isn’t clear, your team simply can’t achieve consistent, reproducible results. It’s no use pushing people harder for results if the process isn’t clear and useable. I had that very experience when I was a...
Inspire Influence Sell: The Masterclass Series – Article 5: Prepare to be ready for success
How would you like to be among the top 10% of the sales population? Condition yourself to properly prepare so you perform at your best consistently, and you could be! Having worked as a sales & business manager, I know first- hand the importance of comprehensive...
Inspire Influence Sell: The Masterclass Series – Article 4: Setting yourself up to win – creating your future
Creating your Future With visualisation, you create the future in advance; and with routine practice and clearly defined outcomes, you can make visualisation an extraordinarily effective force in your life. Done correctly and regularly, visualisation can be a powerful...
Inspire Influence Sell: The Masterclass Series – Article 3: The Power of Change: Will you commit to being the best you can be?
Once you’re motivated to change, you’re committed to being the best you can be, and you know what you want, set your goals and clarify the actions you’ll take towards them. Setting and achieving goals is what separates high performers from the rest of the population....
Inspire Influence Sell: The Masterclass Series – Article 2: The fundamentals of selling: A client-centred approach
"While some sales techniques may sound obvious, it’s amazing how many people don’t realise their importance, fail to adopt them and then wonder why they fail." The Fundamentals of selling When I first became a sales representative, in 1994, I worked for a medium-sized...