Have a conversation not an interrogation

What do newly trained coaches and my daughter have in common? They keep butting in with a prepared question just after the other person is talking. I noticed this the other day when I was assessing some newly trained sales coaches. They were so wrapped up in getting the right questions asked to achieve their GROW model or FISH model or PESOS model, or whatever they’d been taught, they forgot to listen to exactly what the other person was saying. They seemed to be butting in all the time. My…

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Aim to be second string

We’ve a General Election coming up next summer and the result seems to be well predicted. After 13 years of Labour rule, the public want a change…the present government seem to have run out of ideas and steam and the opposition are right on their heels offering innovation, energy, fresh new ideas and some new faces to replace those we’ve gown accustomed to over the last 13 years. And this reminded me of something really important in selling particularly B2B selling to corporate clients. Last week I was doing some…

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Pump up your Influencing

Here’s a nice reminder of a very clever influencing model which helps sales managers who spend much of their time influencing and getting buy in to ideas and concepts. I was reminded of this when my Son, Lewis asked me for some advice of a personal nature. Now Lewis needed to ask for my advice on a very delicate matter. Intrigued was I until he announced he would like my help on how to ask a girl out for a date. What an honour. However I was never particularly good…

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