Ask Questions to Shrink the “No”
Video – Precision Negotiating
Gareth and Alex share their thoughts on how to minimise customer objections and shrink the “no” by asking the right questions.
The 5% Club
Video – Precision Negotiating
Why don’t all sales people deliver a ‘good’ experience? What is it that the ‘good’ ones do? What is the key to joining the 5% club of elite salespeople?
“Sales” is a Dirty Word
Video – Precision Negotiating
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.
Planning for “No”
Video – Precision Negotiating
We explore the use of highly emotive language and planning for the “No”.
Lean into the problem
Video – Precision Negotiating
We talk about how to not run from past situations with clients.
Soft Language
Video – Precision Negotiating
We discuss the use of soft language in negotiation.
Stop apologising
Video – Precision Storytelling
Expression for Growth leaders…
Linking Language
Video – Precision Storytelling
We explore the use of linking language in sales.
Body Language
Video – Precision Negotiating
We share their top tips for using and reading body language.
Powering your voice
Video – Precision Storytelling
We share top tips on powering your voice when storytelling and presenting.
Tell Your Commercial Story
Video – Precision Storytelling
How do you make sure your messages are clear when presenting to your clients?
Safety in Your Team
Video – Precision Thinking
What is Psychological Safety? Where do you think safety is in your team and what would the team say?
Trust in a Team
Video – Precision Thinking
A team without trust isn’t really a team: it’s just a group of individuals, working together, often making disappointing progress.
Listening with Intent
Video – Precision Selling
How often do you miss things that your customer is saying? Don’t be fooled by the fact that you think you will remember everything that they say – It’s easy to forget what you forgot and fall into the trap of thinking you’ll remember…
Open Questions
Video – Precision Negotiating
From those people, how many of you use them rather than a closed question?
5 Dysfunctions of a Team
Video – Precision Coaching
What are some of the issues that teams face that prevents them from becoming High Performing? What can leaders do to help support them
High Performing Teams
Video – Precision Coaching
As a leader, do you know how to identify if your team is high performing? How can you elevate your team to achieve this status?
Understanding
Video – Precision Coaching
How many times have you sat in front of a customer and whipped out your proposal straight after your introduction?
It’s Not About You
Video – Precision Selling
Ever been at a customer meeting, started reeling off your business credential spiel, only to be faced with a blank (and probably bored) expression looking back at you? The likelihood is, you’ve started telling them all about YOU and your business, rather than finding out all about THEM and their business.
Drive Value & Save Time
Video – Precision Coaching
How do you drive value and save time, all in a conversation? In a world of ambiguity, do we truly understand what our customer is telling us?
High Performing Team
Video – Precision Selling
It is much more than about delivering results. There are many teams that are functionally efficient and deliver results and yet the culture in the team is stifled.
Is It Rude to Ask?
Video – Precision Negotiation
Building a good rapport with a customer certainly unlocks so much more information to then move forward with a business relationship
Never Assume
Video – Precision Selling
You don’t know, what you don’t know. And even if you think you know, chances are, you don’t. Never assume, just ask!
Defining Your Purpose
Video – Precision Coaching
Did you know that less than one-fifth of leaders say they have a strong sense of their individual purpose?
Having Purpose
Video – Precision Negotiation
Why do I do what I do? Why do I work here? What gives me meaning? Leaders who know their ‘Why’ and live their purpose are more impactful, more intentional and give and get more meaning in life.
Emotionally Intelligent
Video – Precision Thinking
Emotionally intelligent leaders manage their emotional landscape, creating an environment for others to feel heard, which allows for dialogue to results.
Intelligent Leader
Video – Precision Negotiation
We are emotional beings and are always impacting.
Navigating Uncertainty
Video – Precision Negotiation
Leaders are always ‘on’ and under pressure. How can leaders take care of themselves while leading others?
Being Resilient
Video – Precision Storytelling
The pandemic has created huge uncertainty in peoples lives and as leaders this is challenging.
Choosing Your Mindset
Video – Precision Selling
As a leader of people, you have the choice of which kind of mindset to lead with. Fixed versus Growth mindsets.
Empowering People
Video – Precision Coaching
Empowering people is a cultural approach. Leaders who understand this, invest in knowing who their people are and what makes them tick. Are you the leader you want to be?
Engaging Leadership
Video – Precision Coaching
Did you know that there are chemicals in the brain which can be ‘activated’ depending on various leadership styles? Did you also know, that depending on which it is, these chemicals can affect your team’s performance?
Leadership Approach
Video – Precision Coaching
How do you ‘encourage’ your team to follow you as a leader? As a leader, what challenges do you face with this?
Qualities in Teams
Video – Precision Coaching
What qualities need to be in place for a team to become ‘High Performing’? Leadership expert Stephen Light speaks with Alex Selwood about the top 5 key qualities and how to bring them to life.
Effective Communication
Video – Precision Coaching
As a leader, have you ever asked your team to deliver a task but when it’s finished, it’s not what you asked for?! Tips on how to communicate to your team, so that the message is understood.
Effective Results
Video – Precision Coaching
Are you a leader who believes you communicate effectively? If the same question was put to your reports, would they answer the same?! Learn about the responsibility of effective communication.
Developing Confidence
Video – Precision Coaching
As a leader, are you still struggling with your confidence? Stephen Light’s 5 step model helps leaders really get how to develop their confidence and then how to build a plan to achieve that.
The Role of Confidence
Video – Precision Coaching
In the second video of our series covering all things Leadership, Stephen Light and Alex Selwood talking about how having confidence as a leader is key and what that looks like….
Being a Leader
Video – Precision Coaching
What does being a leader mean? Why do you want to be a leader? In this video, Stephen shares his views and answers questions about what ‘Leadership’ means…
Get Curious in Your Customer
Video – Precision Coaching
You need to be CURIOUS and ask REALLY great questions. Your customer will not only be impressed by your interest and engagement, but will know you care too.
Support Your Customer
Video – Precision Coaching
Why are sales people not curious enough to get over the ‘fear’ of asking questions? Getting curious connects at a deeper level and improves relationships, but few have the courage to ask….
Sell What They’re Buying
Video – Precision Coaching
Your job as a sales person is to tell the story and fill in the relevant (not all) gaps. That means you need to 100% know about your stuff and be the ‘expert’ of the conversation.
Think Customer
Video – Precision Coaching
When it comes to a customer meeting, no one cares about you – only what you can do for them. Put yourself in the customers shoes, consider what you are ‘selling’ and think ‘So what?”
Embedding Training
Video – Precision Coaching
“Does anyone get as frustrated as I do when people go through great commercial training, but then don’t apply it back in the workplace?! Why does that happen?”
Do This Stuff!
Video – Precision Coaching
Why would you go on a training programme and then walk out the door and don’t apply what you’ve just learnt? What if what you’d just learnt would improve the way things are done?
Practice Your Skills
Video – Precision Coaching
Gareth Moxom speaks to Alex Selwood about why people in the sales profession tend not to practice honing their skills, and Alex shares his top tips on how organisations can help with this.
When Customers Say No
Video – Precision Coaching
Ask ourselves – Why might the customer say NO? It’s a big question that, if missed, can lead to panic, jumping into a negotiation too early, giving away value and eating up time.
Preparing for Meetings
Video – Precision Coaching
Prep for meetings is one of the things that gets dropped when people are busy. If your customer doesn’t prep, that’s their decision. But if YOU prepare, you’re much more likely to get a positive response.
Preparing Questions
Video – Precision Coaching
Do you plan how a conversation is going to go with a client? Do you prepare for it? If you struggle to uncover customer needs and the meetings you have can be awkward and ‘clunky’, watch this video.
No Time to Prep
Video – Precision Coaching
Confession time…..Have you ever NOT prepared for a customer meeting because you thought you’d just ‘wing it’ or because you just ‘didn’t have time’?
Framework for Colleagues
Video – Precision Coaching
Have you got your framework now, practiced it until you know it off by heart and are ready to go smash it at your customer meeting? How about your colleagues? Do they understand it too?
The Power of a Framework
Video – Precision Coaching
Do you want to be the best at what you do? Or are you coasting along? Hopefully the answer is that you DO want to be your best. Do you have a framework that you use each time you are ‘on’?
Practice is Key
Video – Precision Coaching
With a new skill, generally you would learn the techniques and then practice, practice practice, right?? When it comes to honing commercial skills & behaviours, people don’t get that.
“Winging it” with Customers
Video – Precision Coaching
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.
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