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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WEBCAMOPHOBIA

WEBCAMOPHOBIA

Creating Connection, Customer Relationships, Virtual Meetings
Webcamophobia wastes time and money... it’s time to get over it! Webcamophobia! If you’d have told me five years ago that, in the future 90% of the meetings I would have with customers would be virtual, then I would have told you politely, but confidently, that you were wrong… and yet today, 90% of the meetings I have with customers ARE virtual, and they seem to like it! So what’s the deal with that? And, let’s think about this: all the technology needed to run high quality virtual customer meetings is free or low cost… so what stops people from using it? Using even the simplest virtual meeting platforms like Skype or FaceTime, people react in the strangest way (even people who use it regularly to talk with friends and…
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The customer is always right…… wrong!

The customer is always right…… wrong!

Commercial Collaboration, Creating Connection, Customer Planning, Great Questions, Selling
Why putting your customer on a ‘pedestal’ serves no-one “I couldn’t say that to them”. “I know he was talking nonsense but I can’t challenge him”. How many times have I heard this type of language from delegates talking about their customer or boss; an internal customer? It constantly surprises me how often even experienced salespeople dis-empower themselves when it comes to their key customers. Despite all the evidence to the contrary, false statements or blatant contradictions, they just get left hanging there; dangling with the powerful potential to unravel deals that are in the interests of both parties. It’s just Fake News.... We see powerful figures getting away with ‘misspeaking’ (2019 for lying) constantly, so are we being trained not to challenge untruths? A few years back, during the…
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An outcome focused first approach to delivering results

An outcome focused first approach to delivering results

Creating Connection, Inspiring People, Programmes, Selling, Uncategorized
Top 10 tips when recommending development solutions As Stephen Covey said “start with the end in mind”. So why do so many people say “I need a training course for….” At Expression for Growth we start with the end in mind and are passionate, curious and respectful as we seek first to understand, and then check our understanding, ahead of recommending any solutions to organisations we engage with. Here are our top ten tips to doing this successfully: Define the desired results (behaviours, engagement, commercial results).Identify the problem/s to resolve e.g. what results are not being met?Ask questions to a variety of people to understand what is going on; the good, the bad and the ugly!Understand the behaviours that exist. Why are they not doing it, what makes it so…
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Creating a collaborative environment

Creating a collaborative environment

Commercial Collaboration, Creating Connection, Inspiring People
Inspire, enable & support each other as we learn every day In a recent post I shared 5 top tips to build agility, aka our core strength. This post shares a very practical approach to creating a collaborative environment to inspire, enable and support each other as we learn every day. Picture a traditional wedding cake; it has many layers, is often the same taste on every layer, it is heavy and it is a traditional style and structure. Now let’s consider other types of cake, like cupcakes. What emotions do cupcakes conjure up? Variety of flavours, colourful and bite sized; yum yum! Training at work can be viewed like the old style wedding cake, a big event for a large group of people, a big meal, some speeches (some…
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