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Time Management – Not That Old Chestnut!

If all the training requests that come in to learning and development departments following appraisal rounds were voting slips then it’s pretty easy to guess where the landslide would fall – Time Management. People in […]
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Who’s Coaching Who?

Coaching remains high on many training departments’ agendas, but it’s not always seen as such a priority by individuals in the workplace. Too often employees complain of finding themselves too busy to spend time reviewing […]
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The Four Stages Of Negotiating

Preparation Gather all the relevant facts from as many sources as possible to have the widest view of the situation. Having done so you will be able to assess your bargaining power and that of […]
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We Are All Selling Services And Solutions Now

As many market-places commoditise selling organisations attempt to move up their value chain to escape the deathly grip of diminishing competitive advantage. Two common (and often interconnected) approaches to this problem are; adding services to […]
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Defining Coaching

Coaching is used to support individuals in achieving results beyond what they believe is currently possible.  It is about ‘people’ with the focus on the coachee.  It is driven by their goals. In sport, we […]
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Is Your Organisation Fit Or Sexy?

It can be neither but it can’t be both! Fit Organisations These are operationally effective.  They have a very definable, explainable business model that is scaleable and sustainable.  They obsess about optimising their model, looking […]
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Dealing With Objections

Whatever your product, there will come a time when your prospect raises an objection – a reason for not accepting what you offer.  Customers use objections to play games with salespeople. They also use them […]
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The Three Causes of Failure

When a salesperson (or anybody for that matter), isn’t performing it’s useful to think about causes not symptoms. There are three root causes as to why somebody isn’t performing: Category 1 – Knowledge Skills Deficit […]