Are You Selling Change?

I’ve sold many a product and service in my time and in the last 15 years, have been coaching sales teams to sell all sorts. The art of selling has changed tremendously in those years, and we often talk about the customer being in control, social selling and procurement teams driving down the price. But there an even seismic change. In many instances we are no longer selling products or services to consumers or businesses. We’re now selling change. In his new book, Selling Change, Brett Clay calls salespeople change…

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KAV Opening Rules OK

KAV, what’s that? It’s a rule for opening any presentation or training session that you’re doing. We all know how important it is to get onto a great start, to engage the audience, to compel them to want to listen further. Here’s how. KAV – kinaesthetic, auditory and visual – in that order. Start off something that has feeling, emotion, humour – that’s the kinesthetic or Kino start. Use a story that explains who you are. I have a couple of favourites I use that really show who I am,…

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How to Get Immediate Attention

I’m on an express train travelling home from Glasgow. The Virgin Pendalino is whizzing at over 100mph though the borders and the ride is very comfortable. The problem is we started 15 minutes late and I’ve a connection at Lancaster. On the intercom and announcement begins “I’ve just found out that this train has caught up and is now on schedule”. I breathed a sigh of relief. The announcement piqued my attention, funny that. But using the phrases: Breaking news I’ve got good news We’ve recently developed a new service…

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