Talk Selling

People buy from people - NLP & Selling

NLP (neuro-linguistic programming) has been around for a long time now, most people have heard of it and a lot of sales training courses include at least some aspects of it. So how can it help you to sell?

There is a wealth of material that has been developed by various members of the NLP community and so rather let's look at one of the most basic but also most useful NLP skills - rapport.

Not enough hours in the day? The Film “ The Pursuit of Happyness”

When you’re making cold calls it is very easy to get distracted and your attention wanders onto other tasks that are easier than dialling your next suspect. Time is your most precious commodity and highly treasured. In order to maximise my dialling time I am always looking for new ideas. Recently, I was inspired by the film “The Pursuit of Happyness” which prompted me to reorganise  how I spent my cold calling time.

McKinsey conversation starter

Mckinsey are turning their minds to a recovery. The following article raises questions for FDs and starts to focus thinking on an exit from recession and getting a first mover advantage in the recovery.

Gartner on 2009 CIO priorities

We saw the followingYouTube  video on what CIO's face in 2009. It's always good to have a conversation starter so whether you agree or disagree with Gartner at least you can be up to speed with their views.

Patience and Persistence: When things are tough, remember, there’s always someone else having it tougher than you.

When I worked at Xerox, I remember canvassing one day collecting compliment slips to generate leads. I’d had a tough month, getting marched out of my 6th building and hadn’t won a deal for a long while. I sat down on a wall in tears of pure frustration at my lack of ability. Self doubt was starting to creep in but at that moment I had an epiphany.

A buyers guide to sellers

Our first series of video articles gives a buyers view on the various aspects of the sales process. The series starts off with how to get an appointment and follows the sales process from there through proposing, presenting, negotiating all the way to contract renewal and starting the sales cycle once more.

Barry Henniker is a Fellow of CIPS (Chartered Institute of Purchasing & Supply) and has been a Procurement Director for more than 30 years . As a Director of The Procurement Practice Barry has worked in both the public and private sectors.

Episode 1: How to get to meet me

In this interview Barry takes us through how to get an appointment with himself or other CxO level people. Some of the topics he covers are:-

Compelling Selling – generating inevitability about you and your solution

Remember Y2K when it was so easy to sell anything that could be covered by a Y2K budget – the London 2012 Olympics will provide a similar sales scenario. The idea of compelling events has been around a long time and in our view is a key part of qualification. We have extended the notion of compelling events to compelling selling that sees a sale as the successful completion of a logical and emotional journey for you and your client.