8 Trends for Salespeople and Sales Managers for 2011

Here are 8 trends that will affect sales people and their sales managers in 2011, brought to you with my compliments and in time for you to be one step ahead of your peers. Do share them with colleagues. Consultative selling - is it past its sell by date? Consultative Selling has been used, abused and everyone's doing it.  So much that it's lost its original meaning. Buyers in the B2B world will see through any attempt at consultative selling which comes across as a request to help you in…

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Objection Handling the Tesco Way

I've finally convinced Claire to use Tescos online shopping as this has to replace one of the worst activities a man is ever subjected to - shopping.  And whilst laptopp'ing the order watching TV, I was given a lesson in objection handling from Tescos, really cool it was too. One of the reasons we don't check with our customers after they've said a "I'll think about it" or an "I'm not sure" is the human fear of rejection, or a concern we might irritate them, or they might get shirty…

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The Windscreen Washer Nightmare – How to Control your Self Talk

We all know that how we feel affects how we perform and our performance in sales is much to do with what goes on in our heads.  The Inner Game and negative thinking can affect our show. Last month I was travelling to a sales training event in Wales that I was running with pretty good internal feelings and self talk. It was a beautiful summer's morning crossing the Severn Bridge, I was on time, looking forward to the training, confident and enjoying the drive. Sun roof open, fresh air…

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