Selling - Expression for Growth

10Jun 2021 by Expression for Growth

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…

19May 2021 by Expression for Growth

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…

26Apr 2021 by Expression for Growth

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…

25Feb 2021 by Expression for Growth

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

24Feb 2021 by Expression for Growth

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

24Feb 2021 by Expression for Growth

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

03Feb 2021 by Expression for Growth

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

27May 2020 by Expression for Growth

Virtual Selling Part 2: Understanding the human element….

Selling, Virtual Meetings, Virtual Selling

Virtual Selling Part 2: Understanding the human element…. The ‘new’ norm For many organisations, the COVID crisis has stripped customer interaction back to the very core; no-frills, focus on the basics & keep it simple. But now, with some form of stability beginning to emerge in certain sectors, and a slight shift back to more ‘normal’ customer engagements, it is an almost certainty that ‘virtual’ meetings will remain the new norm and become a permanent feature into the future. But, “How do we interact with our customers virtually in a way that gets the most out of the experience for all?” As identified in our previous article; Virtual Selling part 1: Preparation we talked about the 1% virtual sales club; those few who use the best practices of virtual meetings…

21May 2020 by Expression for Growth

Virtual Selling Part 1 : Preparation (video)

Selling, Virtual Meetings, Virtual Selling

Prepare, prepare, prepare... no excuses With some form of stability beginning to emerge in some sectors, the focus has started to shift back to some more ‘normal’ customer engagements, but this begs a question: “How do we interact with our customers virtually in a way that gets the most out of the experience for all?” Alex Selwood takes us through the 'Preparation' step of Virtual Selling. Click here to watch the video

20May 2020 by Expression for Growth

Virtual Selling part 1 : Preparation

Selling, Virtual Meetings, Virtual Selling

Virtual Selling part 1 : Preparation Back to basics is challenging enough For many organisations the COVID crisis stripped customer interaction back to the very core; no-frills, focus on the basics & keep it simple. Even that basic approach challenged client relationships as organisations grappled with survival within an ever-changing landscape, far from complete information and the impossibility of predicting the future…even the very near future. With some form of stability beginning to emerge in some sectors, the focus has started to shift back to some more ‘normal’ customer engagements, but the spectre of social distancing remains and is likely to remain for some time to come. It seems pretty certain, that for most of us ‘virtual’ meetings will remain the norm and become a permanent feature into the future.…

Category: Selling