Natural Training Sales Blog
There’s a story floating around about two sales people — one who has years of experience and can negotiate with customers in her sleep. The other sales person doesn’t have quite the experience the first one does, but she’s competent. On a Monday morning, both employees have arrived at work. The most experienced one says,…
The world’s most successful revenue-generating organisations all have one thing in common: their entire organisation, from Reception to CEO, is aligned with a strong and consistent commercial mindset, which basically means they are aware of the impact sales has on the company. We call this a Commercial Culture. Establishing a Commercial Culture at your company has…
We all want a sales culture that extends from the bottom up and the top down. This is the optimal performance-enhancing situation. If you can get all employees on board with a company’s vision and mission, everyone is in a position to become a spokesperson for your company, even the Groundskeeper. Tony Hsieh, CEO of…
There once was a researcher called Mahrabian who hit on an idea: He decided to study the effects of body language on verbal meaning. He set out to answer the following question: How much meaning do people get solely from words, and how much more meaning do they get combined with body language? So, he…
When recruiters recruit salespeople, they tend to look through CV’s and spot relevant knowledge and skills. Thus, they hire based on experience. Yet they tend to fire sales people on attitude (experience doesn’t matter when firing). Is this a sensible approach? Or should recruiters start reversing this trend? When you see this brought to life…
“Umms” and “errrs” are habitual conversation fillers that can really get in the way of an otherwise good speech, chat, or presentation. It seems to be human nature to fill gaps and spaces in conversation, and we develop our own favourites to do so. Popular habitual conversation fillers include “basically”, “effectively”, “innit”, “at the end…
We’ve all had them: the one client that you knew intuitively was a perfect fit for you and your company… but was the one that got away. When negotiations break down, it can be hard to recover your equilibrium. But the best thing you can do is analyse the process you just went through and…
In the 1996 Atlanta Olympic Games all eyes were on Carl Lewis. His fourth gold medal awaited him in the long jump – to give him the record for the most medals won in the event (ever). However, as he was lining up to take his third, and ultimately gold medal winning jump, his thoughts…
Last week 3 London Web Agencies pitched for our business – involving a complete redesign with our core values at the heart. We LOVE being pitched to because moments like this are rare. We often help clients to pitch for business, but we are very rarely on the receiving end. So, I invited the whole…
How often have you prepared for a pitch? Every organisation has their own way of working out what to include and how to prepare for client pitches, but sometimes what we think is important to our client, isn’t actually the case. Time to review… Regardless of your industry, the following criteria usually apply: 1. Previous…
In five steps, you’ll get your customer to self-close by pinpointing how much information they need, putting them in Yes mode, and giving them a reason to buy. PART 1 A. Fiend or foe? First, of course, you must educate, which has the added bonus of establishing your credibility and expertise, which helps build trust….
An interesting post we came across today in Seth Godin’s blog… Lessons from the Eiffel Tower It was designed at home, on the kitchen table… By someone who didn’t get their name on it Never been done before, not guaranteed to get built or to work It was criticized by hundreds of leading intellectuals and…
