A sale implies an exchange. Every day there are lost opportunities. The reasons appear to be legion. In fact failure is down to a mismatch of expectations. People and organisations want to buy to satisfy a perceived need but they also find it hard to part with money. The need must satisfy a vast range of criteria sometimes in a few microseconds or at other times after exhaustive analysis of the value exchange over a long period of time.
Consumers’ behaviours are changing and evolving very fast due to revelations from neuroscience, behavioural psychology and the evolving nature of the digital interface.
People now recognise trickery and getting your customer or client to just say ‘yes’ is rebounding on those sorts of salesmen. It may have worked at one time but buyers are much wiser to the sleight of hand techniques.
Many organisations rely on opinion to drive their business decisions which then drives their customers' experience. In contrast companies like Amazon are using some fundamental behavioural science to get people to buy. The B2B market space has often been slow to copy these powerful methods.
Sales is a skill that can be learnt. The Good News is that we now understand the psychological barriers to becoming a great sales person. The Bad News is that you won’t find the answers in old books or on the internet. Each person approaches sales differently, which is why we offer a one-to-one training method which is directed at your abilities. Personal training is the gold standard.
JJ is one of those rare original thinkers who also has been at the sharp edge of selling across a lifetime. He can teach you what works in today’s world and share insights about the future of sales. His methods work and are constantly evolving. Call him now on 020 3303 3172 and book a free 22 minute chat with him. You’ll be surprised at what you’ll learn. Or, if you prefer, complete the form below or send an e-mail.
Complete with an exclamation mark, ‘keep learning’ are the final two words of this excellent book by Jim Irving. Like a stick of Margate or Blackpool rock, those two words are weaved through all twenty-one chapters. Aimed at seasoned salespeople as well as novices, this little black book is a cornucopia of sales content and […]
Any motivational selling book which excoriates sales enablement tools, ‘social selling’ (it’s all there in Chapter 17) and the worn out phrase ‘closing the sale’ is always going to stir my interest. A Mind For Sales doesn’t disappoint. Read on. The Good Many salespeople of a certain age will relate to Mark’s story […]
There Is No F In Sales by Simon Leslie is a bit of tongue-in-cheek, self referential, witty look at sales, salespeople and how to (or how not to) incentivize them. His firm Ink Global have had amazing growth over the last twenty years or so – much of it down to Simon’s particular leadership style. COVID-19 […]