Blog

Preventing Your Customer Making a Mistake

One of the basics of consultative selling is to ensure that you build a strong relationship with your customers. Despite doing this, your relationship can become strained when a problem arises because of something the customer has done that has subsequently caused them problems. The difficulty arises because the customer dislikes taking the full blame…
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Motivating people – Part 2

To be effective, managers must understand the motivational drivers of their individual team members. In a previous blog we looked at three of the nine motivational drivers: the searcher, the spirit and the creative. In this blog we will look at the final 6 motivational drivers. (more…)
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Motivating People – Part 1

  Effective managers know that a well-trained and highly-engaged workforce will perform better – in fact, 50% more according to research by the Hay Research Group. We can provide you with the training – but you need to engage your people, and a key part to this is knowing how to motivate them. (more…)
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The Sales Person’s Guide to Handling Bad News

Sales people, because they are regularly in front of customers, need to know how to handle situations in which their company's image has been adversely affected. How you conduct yourself with your customers in the face of negative announcements, either in the press or "bad news" announcements made by your company is important. You need…
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Harnessing Diversity

In today’s multi-cultural work environment the differences between people in a team can come in many varieties – cultural, lingual, political, religious and personality to name just a few of the obvious ones. Whilst these differences can create challenges for the team leader (and also for the team members) if you can learn to use…
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Improving Sales Success

Studies of "successful" compared to "average" sales people have shown that successful sales people behave differently in the client meeting and as a result they are more skilled at uncovering the customer’s needs during the initial sales discussion. (more…)
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Raising The Profile Of Selling As A Career

The demand for highly qualified sales people - such as those with degrees in engineering, economics and the sciences - is constantly increasing. In many companies, however, it continues to be difficult to attract appropriate applicants for sales posts. Selling is so unpopular in the minds of this target group, whereas its sister discipline, marketing,…
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Using Role Play to Improve Customer Service Skills

Managers and supervisors of customer service teams are tasked with ensuring their team members consistently deliver high levels of service. To do this they must ensure that they regularly provide training for their team members to ensure that bad habits do not creep in and become "the norm". Much of this training can be on…
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10 Things To Do To Be A Better Manager

In this training article we provide ten ideas that can help you to become a better people manager. These ideas will help you to shift your focus from managing the performance of those reporting to you to developing it. This management approach has been proven to meet modern employees’ needs more effectively and to improve…
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Better Performance Appraisals

How do you view performance reviews? Many employees and their managers dread them in equal measure. Managers frequently complain that they take up too much of their valuable time (if they are done at all!) and actually, no one is really sure what the overall purpose of the appraisal system is. If this is you……
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