Natural Training Sales Blog
We are in a ‘PROVE IT TO ME’ Sales Era – so how does this affect you as it relates to your competitors? When customers are desperate for proof, they are doing so in light of a few dynamics such as price, value and quality. But there is another consideration, which is of course, your…
Do you consistently try to ‘walk a mile in your customer’s shoes’? In order to understand your customer you have to ask yourself a series of questions. Only then can you add value to them and sell effectively. Take an example of a typical buyer or decision maker you deal with and answer the following…
In many cases, a mildly interested customer is more informed than a lazy salesperson – This is a massive role reversal. Today’s buyer can reach everything they need in an hour or two and have all sorts of buying advantages. This means that the modern day sales professional not only has to adapt the way…
As I hurtled through space, one thought kept crossing my mind – every part of this rocket was supplied by the lowest bidder – John Glenn Buying cheap has is advantages. One of them is gloating – we can’t wait to tell our friends about our bargain! The downside to cheap, is of course the…
I was just in a meeting with a very senior executive from a large technology company. He told me a brief story about email which I thought I would share. Last Wednesday, he inherited a complex problem in another region that required a number of different people to come together, establish what the challenge…
Recently some Aussie friends Facebooked about their experience at 3 Michelin Starred restaurant Eleven Madison Park, in New York. Here it is, verbatim: Best culinary experience ever!!! Point of difference with this experience is that in the last course they gave you a ‘taste’ of apple brandy, then left you the bottle (40% alcohol). And…
To celebrate Mental Health Day on the 7th of October, you could do no worse than checking out the work of Dr Dan Siegel. He is a big advocate of mental activities to optimize your brain to promote well being. Here are Siegel’s 7 mental activities, and how they resonate with us in day to…
Last week The Eagle Landed. That’s Mike Eagling, our new BDM. As part of our induction program, we ask our new people to analyse a range of mystery calls from when we call our competitors. Here is a list of the stuff that Mike picked up – which are a useful reminder to us all!…
Ever sat down to a simple £30 dinner for two, yet managed to spend £70? You’re not alone. All of us can feel slightly “stung” by paying more than we bargained for at restaurants. And here’s how they do it – not unethically mind you, just playing to the natural human psychology that sits underneath…
If a marriage proposal is to receive a resounding “YES”, then it’s usually the result of several years’ of romance, building relationships and quality, considerate effort. Yet when we are selling we might be very quick to offer a proposal, which might be because the client has asked for it prematurely, but usually it’s because…
Sales meetings have changed dramatically, from the past where sales reps showed a PPT, to engaging, collaborative and insightful moments with clients. I just did a Webinar on it to show you some of the key ideas behind great sales meetings. You can access a FREE recording here. The key theme is “fluency” – being…
All you need to do is send a simple email! Here’s how: 1. Simply email 10 of your friends with “Thought you would like this” – in the subject line. (Don’t worry, we NEVER share data). 2. CC or BCC hello@naturaltraining.com so we know you have sent it 3. In the body of the email…
