Many people in sales know this but it’s like an itch you can’t help scratching. Often you know you’re doing it, but you just can’t help yourself! Diving straight into solution mode is the biggest thing getting in the way of your sales effectiveness.
What’s the risk of diving into solution […]
It’s always great to get feedback straight from the coalface when clients have put into practice the skills they’ve learned, and to see great results from sales training.
Over the past two weeks we have been providing sales training to system engineers (SEs) for one of the world’s most dynamic and […]
It’s not something insurance brokers have had to worry too much about in recent times. In fact, not since the early 2000s, and we may not see that sort of severity this time around. But how will brokers cope if we do see a considerable or even moderate shift in […]
It goes without saying that if you’re selling a product you need to know something about it. But this technical knowledge and training needs to be balanced with client engagement skills.
If, as a company, you focus your energies on product and technical training and ignore the softer skills around client […]
The job of all sales managers is to ensure that their team can regularly hit its targets. It’s far from rocket science, and in fact most sales coaches will tell you similar things, but we know that most working environments are hectic and challenging.
So what’s the challenge?
We need to be […]
Progressive companies all over the world have started to realise that balanced ‘diversity of thinking’ is the key to remaining relevant and appealing to the broader population or client base.
Many companies are seeking to bring diversity to their business through gender, culture, background and age. It’s also why over a […]
We recently spent a fantastic day with Össur, a global leader in non-invasive orthopaedics (Find out more about them on their website).
Above the Line Solutions ran their osteoarthritis (OA) and injury solutions sales team through HBDI (understanding thinking preference), whole brain interaction and questioning and responding.
About the team and the […]
It goes without saying that if you’re selling a product you need to know something about it. But this knowledge and technical training needs to be balanced with client engagement skills.
If, as a company, you focus your energies on product and technical training and ignore the softer skills around client […]
Relationships will always be important, but is there more to it than that? For many years sales organisations have measured client satisfaction to establish if the actions of their sales and service teams are hitting the mark. They even pay third party providers to supply reams of data on it.
But […]
Build a coaching culture, not a slogan
These days do you cringe just a little when you hear an executive say this? I do! Once a great saying, and there’s no doubting its validity, but overused and so often not acted upon.
I’m sure that in most cases it has been said with […]
