When prospecting, many sales people will get the line “we’re happy with our supplier”. It’s commonly said; yet it can still trigger a negative reaction. They see it as huge obstacle to overcome. They dread it, they freeze and sometimes take it personally. 

We need to realise we are going to hear it over and over again. More importantly, we should expect it. If we think about it rationally, when we prospect, we are the ones reaching out the customer. Surely, if they were unhappy, they would have contacted us in the first place?

Read more...

A number of years ago I read an article that stated, “When a customer has been left unattended for two minutes, they will often believe they have been waiting for ten minutes”.

Having reflected upon my own experiences as a customer, I can certainly say I have often been left waiting in various receptions, restaurants, shops and even hotel lobbies over the years. So, I can honestly agree with this statement as I relate to it.

Read more...

Over the years, I have heard stories about sales people who will talk about the product or service for a certain length of time. Then they thank the customer and leave the meeting, neglecting to ask for the order or even get their opinion.

Likewise, I have witnessed situations where the sales person continued to talk about the product or service, even though the customer had obviously given signals they were interested.

They were so busy and wrapped up in delivering the presentation - they forgot to stop and check-in with the customer.

Read more...

Have you ever found yourself in the position where you are organising training for your team? And whilst you have selected the trainer, you are keen for it to go well and wonder if there is anything else you can do to make it work?

Like the phrase “fail to prepare – prepare to fail”, there are many ideas we can employ to get the best out of the day. Some of these are on a practical basis. And others are about setting expectations and parameters for trainees, their managers and colleagues alike.

Read more...

Each year, millions of people around the world celebrate Christmas. Primarily a religious holiday, Christmas is steeped in traditions, as many people embrace the opportunity to celebrate the birth of Jesus. 

It’s also a wonderful time when many people take a hard-earned break from the long, cold days of Winter. They get the chance to recharge their batteries and get-together with families and friends to enjoy the festivities.

Read more...