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Winging It – confidence?

Winging It – confidence?

Customer Relationships, Preparation, Selling, Virtual Selling
Winging It - confidence? A large portion of sales people just 'wing it' when it comes to speaking with customers. So many sales people are not 'drilled' in the 'art' and 'science' of selling, and not held to account, so they 'wing it'. Some to the point where the conversation becomes all about them rather than the customer or their needs. To be really good at pretty much anything, there are steps you need to take. You need to learn how to do it, practise it, act on feedback, and repeat. It is infuriating how many 'sales people' just rock up and do the same thing (i.e. the 'repeat' bit). They go to a meeting without any previous thought or consideration of using tried and tested processes and skills. It…
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Buying is Logical and Emotional

Buying is Logical and Emotional

Selling, Virtual Selling
Buying is Logical and Emotional Selling needs to hit both rational and emotional needs No matter how logical you are, the connection with the sale and the other person is really important and when the 'buyer' is representing your ideas to the decision maker or other people in their business, the emotion is difficult to engage. Selling needs to hit both rational and emotional needs. We are emotionally driven decision-makers, and often post-rationalise back after the emotional decision has been made.  Remember two BIG things here: 1. Your customer will most likely take decisions in a different manner than you...so, you MUST adapt to their preferences, not yours.2. It is a tough job for your customer to represent your 'sell' to others, as they will be unlikely to be able…
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What do they value?

What do they value?

Customer Relationships, Great Questions, Selling
What do they value? The customer is always right? Right? Wrong. Often your customer has only a limited knowledge of what you can do for them. How can they be right if they don't know? Asking great questions about what you could do for them stimulates their thinking and allows the salesperson to uncover the customer's needs and requirements, understanding what is valued. Alex Selwood and Gareth Moxom discuss in this short video, how to really know what your customer's needs are, and how to then add value according to those needs. https://youtu.be/vDajy1RrHYA If you'd like more information of how we can support you or your sales teams, click here: https://www.expressionforgrowth.com/virtual-learning-sprints/#precision-selling
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Stripping everything back in sales….

Stripping everything back in sales….

Selling, Virtual Selling
Your framework needs to fit 6 core human needs. To be successful in any sales role, you need to have a framework and you need to consider human needs and wants, as discussed in our previous video: https://lnkd.in/d5MBA7k Think about it...we focus on engaging with needs when we are selling (if we do a good job). How powerful it could be if we are able to establish which needs are also wants....fuelled by the desire that goes with them being 'wants'. If we establish those as well, our solutions can become even more compelling. Gareth Moxom and Alex Selwood talk about how your sales framework needs to fit six core needs and what that means. If you do not want to lose the sale and you want to be a success, watch this short…
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Core human needs…your approach needs to meet them

Core human needs…your approach needs to meet them

Selling, Virtual Selling
Core human needs…your approach needs to meet them Human beings have needs beyond any product or service you may supply, with an urge to have these needs met.   Our task as 'sales professionals' is to make sure that we are really engaging with our customers so that we can connect with the complex ways in which decisions are made. We must consider the 'human in the mix', no matter how sterile we believe the buying environment is. If humans are involved...it is not sterile...we simply need to have the courage to be curious and explore what's going on for the people taking the decisions. Suspend your judgement, be curious, listen intently. In this short video, Alex Selwood and Gareth Moxom discuss how if you spend time understanding what their needs and wants…
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Everyone needs to sell, not everyone needs to negotiate

Everyone needs to sell, not everyone needs to negotiate

Negotiating, Selling
Everyone needs to sell, not everyone needs to negotiate Many people confuse 'negotiation' with 'sales' when they describe what they want to do. Selling and negotiation are not the same thing. They share skills and elements in their approach, but are fundamentally different in the way they are executed. Sell first, and negotiate only when you need to. In both cases, yes, you can learn 'how to', and practice and coaching will enable you to be more successful. In this short video, Gareth Moxom and Alex Selwood discuss how selling effectively means you don’t always need to negotiate. https://youtu.be/ZAPAPtsojAg
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Negotiation Director – know the difference

Negotiation Director – know the difference

Negotiating, Selling
Selling versus Negotiating - what is the difference? There are plenty of Sales Directors out there but rarely have we seen the job title ‘Negotiation Director’. Despite that, too many Sales Directors and their teams don’t sell, they jump straight into a negotiation with a negative impact upon time, money and the customer relationship afterwards. Time and again it happens. Jumping into a negotiation without making a sale costs you. Everyone needs to sell, nothing happens without a sale. Not everyone needs to negotiate. Alex Selwood and Gareth Moxom discuss how the differences between selling and negotiating need to be clear and how to use each framework to keep your customers engaged. https://youtu.be/i2uQ8GLFQgI
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I’m not a Salesperson…

I’m not a Salesperson…

Selling
Many people confuse 'negotiation' with 'sales' when they describe what they want to do. Gareth Moxom and Alex Selwood discuss in this short video why this is and how selling effectively means you don’t always need to negotiate. https://youtu.be/sopjl_J59lE
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It’s a Default Profession…

It’s a Default Profession…

Selling
Are you a salesperson that just 'ended up' in that position? Were you headed one way but then 'fell into' sales and selling? For some people, the Sales profession ends up being a default profession...why is this?Alex Selwood discusses this with Gareth Moxom to share a few reasons why this might be the case and how to address it. https://youtu.be/UBLRsRGXpBs
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5% Club – Why so few?

5% Club – Why so few?

Selling, Virtual Selling
Why is it that not all sales people deliver a 'good' experience?What is it that the 'good' ones do?What is the key to getting into the 5% club of excellent sales people?Gareth Moxom asks Alex Selwood and they share their top tips and keys to success... https://youtu.be/s-Wbj25aH44
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