Telephone Selling

Prospero 27 February

2 minutes

The telephone remains an essential part of selling. The telephone provides great opportunities, and it presents particular challenges – which explains why many sales people are successful face-to-face but not on the telephone. Overview Telephone […]

Management

Stop Training Your Managers, Start Developing Your Leaders

Prospero 24 February

5 minutes

First things, first, lets define leadership. Leadership is where an organisation motivates its key stakeholders to move to new places. Places that are sometimes exciting, scary, uncomfortable, challenging and different. What all these new places […]

Sales

Selling Styles – Which One Are You?

Prospero 4 January

3 minutes

9/1 The Pressure Seller: The main concern of a 9/1 Seller is to get the business, and the customer’s attitude is of secondary importance to this selling style in gaining this objective.They are achievement orientated, […]

Management

Seven Steps To Building Peer Group Pressure

Prospero 26 November

2 minutes

Peer Group Pressure is the glue that binds high performing team together, creating a self sustaining level achievement within a supportive framework. [geoads2] The Benefits Management can spend less time checking and policing, more time […]

Management

Coaching and Mentoring are Critical in Today’s Flat Meritocratic Organisations

Prospero 22 November

4 minutes

Understanding the organisational requirements and developing the personal skill sets for a coaching culture are key to success. Why Coach? Is coaching on your list of priorities? If it isn’t, it should be. All organisations […]

Sales

Sales Questioning

Prospero 27 September

2 minutes

The difference between ‘telling’ and ‘selling’ is ‘asking.’ As buyers become increasingly resistant to ‘aggressive’ selling, questioning skills have become a key difference between average performers and the top performers. Overview Today’s competitive environment requires […]

Sales

Managing Sales Inquiries

Prospero 27 September

3 minutes

Overview Today’s competitive environment requires more than good interpersonal skills. Good salespeople are made, not born. They may have the inherent interpersonal skills and the ‘will-to-win’ but that must be matched by effective structures, processes […]

Sales

Developing Sales Proposals

Prospero 27 September

3 minutes

The sales proposal is often the result of extensive effort. Poor proposals waste the investment and effort involved. Get it right to improve your sales efficiency. [geoads2] Overview Written communication is an essential skill for […]

Sales

Sales Awareness For Non Sales People

Prospero 27 September

2 minutes

Anyone in contact with customers and prospects either helps or hinders the sales process. This course gives the essential knowledge and awareness needed. [geoads2] Overview A common error is to believe that selling is only […]

Sales

Prospecting For Sales

Prospero 27 September

2 minutes

More telephone prospecting takes place today than ever before, and internet searches and email introductions can be a minefield. To obtain qualified appointments needs greater skill. [geoads2] Overview Generating new sales leads is perhaps one […]