Natural Training Sales Blog
Exhibitions are one of the few events where the seller has the opportunity to be face-to-face with a potential buyer, projecting an image that will forever influence their attitude and most probably the relation with the brand. It can be compared to buying a pair of shoes; if someone sees a poorly presented pair of…
• The Law of Heat states that customers are only hot for a sale in a specific, relatively short window. • You must be there providing a quality, exciting experience for your customer when this happens. • With thoughtless input from you, your sale will cool. • With intelligent input from you (commitment map), your…
For every sales opportunity to be successfully closed a decision to buy needs to be made by the client. At times this decision may involve only one person, like when buying a coffee. In the case of more expensive products, like a global IT solution, many people will be involved like the CEO, the Head…
Even though you might have 15 concurrent bids of the same size, you have to let that customer know that they are top of mind with you and really keep that thermostat turned up. At Natural Training we have a type of call known as a “J-TOY”, which stands for Just Thinking Of You. Our…
From time to time I see a presenter that just makes it look so easy – like they could be having a chat with you over dinner. Here’s one example I saw that was posted onto Ted Talks the other day. It’s from Cynthia Breazeal, with a presentation called The Rise of Personal Robots. Maybe you…
Noreena Hertz recently presented as part of the fabulous TED TALKS platform. Here is the presentation so you can follow while I point out a couple of tips: Noreena has a creative opening that I’ve seen structurally a few times – be it in movies, books or presentations. It’s what I call the Imagination Journey…
We have a free e-book called “HEAT – Why Customers Buy From You – And Why They Don’t” for you available here This free e-book will help you if: • You have been close to winning a deal, only to let it slip through your fingers • You feel that you aren’t generating enough excitement…
Yes, 50% of the world are introverted, and of those 25% are analytical types who really don’t like presenting much. Is that you? I feel that it’s definitely Steven Cowley. Steve’s a Physicist and directs the UK’s leading fusion research centre. All pretty complicated stuff, and he is understandably a bit nervous about appearing on…
8 Techniques to Sell More at Trade Shows, Conventions, Exhibitions & Events With exhibition & trade show season approaching us, you may be one of many companies investing in a stand and the considerable resource in making it a success. If you are an experienced trade show campaigner, you will know that selling at exhibitions and trade…
NATURAL TRAINING ARTICLE FOR IT TRAINING MAGAZINE BY PAUL OWEN Robots are not the answer to IT sales success Analysts are forecasting higher IT spending in 2011, but they caution that demand could still falter in the uncertain economic climate. It is therefore vital for IT sales teams to be on top form to capitalise…
Now for something interesting. From the Sunday Times on the 30th of Jan: Every business is a collection of five processes: 1. Value creation: discovering what people need or want, and then creating it; 2. Marketing: getting attention and building demand for what you make; 3. Sales: turning prospective customers into paying customers; 4. Value…
If you believe business is built on relationships, make building them your business. Scott Stratten I lunched with a good friend of mine late last week who works with a large multinational insurance brokerage. Like many of us, he is in the strategic planning part of the year, with a big presentation to his Board…
