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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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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‘Sales’ is a dirty word…?

‘Sales’ is a dirty word…?

Selling
Is 'Sales' really a dirty word? It is certainly an ignored topic with many connotations, but sales cannot be an ignored part of any business. Organisations certainly need to 'get better' at it - without revenue generation, what will happen? Right, they go bust. The juxtaposition is interesting - Sales is unloved but vital! All businesses need a robust sales line, so why is it so unloved? Alex Selwood and Gareth Moxom share their thoughts on why this might be and how to start to overcome the sales stigmas. https://youtu.be/BpBLQ5DiHgQ
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Virtual communication: Connecting quickly with your virtual audience: Part 3

Virtual communication: Connecting quickly with your virtual audience: Part 3

Creating Connection, Learning Sprints, Selling, Virtual Meetings
Virtual communication: Connecting quickly with your virtual audience: Part 3 In our COVID 19 world virtual communications have never been more important than right now. This could be informally with friends and family, or increasingly, in our business context. What is certain, when we return to ‘normal’, it will not be the ‘normal’ that we were used to. The seismic shock that we are experiencing will shape the future. It will never be the same again. On that sobering thought, we all need to learn to use the virtual context in a way that helps, not hinders our communication In this series of articles, I look at some of the ‘quick wins’ - simple things that you can do, to significantly improve the way you come across when communicating through…
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Creating your elite sales team

Creating your elite sales team

Commercial Collaboration, Customer Relationships, Learning Sprints, Programmes, Selling
Creating your elite sales team “You will be remembered by how you behaved during this time” Sat here at home like a large proportion of the global workforce, every day, I still have a sense of ‘shock and awe’ at the sheer speed that the COVID-19 crisis has impacted every element of almost everyone’s life. Being part of a business that earns its money helping others enjoy performing at their best, by running workshops and events that challenge beliefs and equip people to be ‘the best they can be’  - we, like many, have felt this acutely. Very early on in this crisis (what seems like a long time ago but in reality is a matter of a few weeks), someone said to me “You will be remembered by how…
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Time to prepare

Time to prepare

Coaching, Commercial Collaboration, Creating Connection, Crisis Management, Customer Planning, Customer Relationships, Leadership, Selling, Winning Habits
Time to Prepare Prepare for getting back on the pitch… Like everyone else, the coaches of professional sports teams are facing an unprecedented situation – no matches, no team training…well, no nothing really. Their equivalent of the office is shut.  What they have been doing is giving their players diet plans, personal training schedules & focus areas. To support and encourage, regular virtual check-ins & coaching sessions. Getting them ready for being back on the pitch. Businesses are facing a similar dilemma and many of the usual excuses for not preparing have disappeared almost overnight. What are you doing to prepare to get back on the pitch? Getting it done before the wasters turn up…. Great preparation is a prerequisite for good performance. With that in mind, when running a…
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Process? What process?

Process? What process?

Commercial Collaboration, Selling
Why good sales needs a good process... But it’ll stop me….. What do you think when you hear the word ‘process’? Putting that question to salespeople tends to elicit two extreme responses. Firstly, it’s often “love it, gives me structure, that’ll help” or, very frequently, an internal scream – “it’ll restrict me, I can’t be myself, I don’t want to be a robot”. Which camp do you fall into? In a previous article, I spoke about how most people have a negative attitude towards sales and how only around 5% of buying experiences are truly a positive, value adding experience for the customer. How do you get into the 5% club? You need a process and you need to practice it. Why a process helps you handle pressure Sales can…
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The Sales Pitch: What NOT to do…

The Sales Pitch: What NOT to do…

Creating Connection, Customer Relationships, Selling
It’s been a heck of a ride, running a business for the past 19 years. So many mistakes, so many lessons, but what a joy it is to see it take shape, evolve, respond to today’s needs…but also to remind ourselves that the one constant is people. They are humans too, and when you need to win a piece of business, inevitably you will need to pitch to win that business, and if you are to win that business, you need to win the hearts and minds of those humans... I thought it would be interesting to look through the other end of the telescope for once and share with you what I have learnt about how NOT to win business. All you need to do is the opposite, to…
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Business storytelling – a story about telling stories

Business storytelling – a story about telling stories

Business Storytelling, Customer Relationships, Inspiring People, Presentation Skills, Selling, Virtual Meetings
Make an impact and stand out from the crowd to deliver your message I have been involved in helping others be the best they can be in front of groups of people for the past 25 years, and in my view, this core business skill is underrated, usually poorly executed, and probably one of the most significant ways you can make an impact on your colleagues, customers and stakeholders. It’s a question of; “what kind of impact do you want to have?” Is it lunchtime yet? Think of all the presentations that you have been in the audience for. Now, think of all the ‘virtual’ presentations that you have witnessed. Then, think of all the conference calls you have been part of. Be honest - how many of them stood…
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