Natural Training Sales Blog

In the Natural Sales Evolution, we look at how the sales process, environment, culture and customer buying habits have all changed in the past 2-5 years. Here are the main changes – are you prepared for the next wave too?

In our recent book, The Natural Sales Evolution, we run through some crucial questions for helping you to get into the minds of your customers. You can use these to prepare for meetings, or presentations, or networking events: 1. What does an average day look like for them? 2. What are they saying, thinking or…

FABULOUS video from TEDTALKS. (What did we do before TED?) Julian Treasure explains loads about listening, patterns, recognition, filters, and loads more. Such an important skill for sales, and in business generally. You will learn something from this video. I particularly liked the listening model in there, that goes by the acronym RASA. It stands…

This is a wonderful article posted by Michael Moritz, Chairman of Sequoia Capital. I hope you enjoy it as much as I did: Manchester United’s Longtime Boss Retires When Sir Alex Ferguson waved to the crowd at a stadium just outside Birmingham (U.K.) this Sunday, he was ostensibly saying goodbye to the most distinguished coaching…

I recently received an email from an author in the US asking about ROI on sales training. I thought I would share my response: We sometimes are able to track sales training effect if clients are good enough to share numbers with us. There is a large publisher in the UK, one of the big…

“Management is doing things right; leadership is doing the right thing.” Peter Drucker, consultant and author makes an interesting distinction for anyone who heads up a sales team to acknowledge. Management is about formal appointments and structure. It’s help, assistance, all those things done in a formalised structure. Leaders don’t need that formalised structure. What…

In a snippet taken from our new book, The Natural Sales Evolution, we talk about how to recognise the 5 negotiation styles that we encounter every day… In today’s negotiation world, we have to be hyper-aware of these styles that others bring into play. There are different styles or approaches to the negotiation, and the top performing sellers...

When strangers are meeting for the first time, they try to find some common ground to talk about. Kids, sport, and of course the weather are big, because there is the greatest chance of the other party being able to contribute to the conversation. Price is a bit like the weather. It’s a common denominator…

Here at Natural Training, we truly believe (and witness every day) how making just one small change can make a big difference to the outcome of whatever you’re doing, whether it’s making a sales call, building a cabinet or perfecting the iPhone… Steve Jobs’ adopted father made cabinets for a living. He used to teach Steve about…

Why does great proposal writing require a publisher’s eye? Read on and you’ll find out. If you still haven’t read the first half of this blog, click here. …Be ruthless Try this exercise to get your mindset into that of a publisher. Take the last proposal that you completed and read it through. Now, imagine…

“This is me. In my natural habitat.” The above video shows a man going against the grain. For too long, the art of CV writing has been set in stone. Despite wanting to stand out as much as possible, job seekers tend not to give the format of their employability pitch a second thought. Graeme…

Here is a guy who has put a lot of work into his art. If you think this comes naturally, think again. Yes, Kenny is a good talker. But there is a rhythm to his presentation that excites, engages and snares. He is working on a daily basis on his personal development which includes, in…