27 Sep

The Benefits of Having a Good CRM System in Sales

Why Salespeople Can’t Be Good If They Don’t Use the CRM

The Sales world is desperate for an upgrade. We’ve been holding on to way too many outmoded approaches, ideas, tropes, and concepts. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to in the 21st-century. The biggest miss and most unsettling issue facing sales today is their brutal and debilitating contradicting view of what’s most important to sales AND the value of the CRM.   Yes, I said the CRM.  Stay with me, it will all make sense when I’m done here. I took a poll on LinkedIn and asked if a salesperson could be good if they didn’t use the CRM. Here are the results:

Source: feedproxy.google.com/~r/ASalesGuy/~3/Z0DGnBEuMEg/

In spite of what salespeople have convinced themselves of, few salespeople are doing an effective and thorough discovery. They are not digging deep enough. They are not doing a proper diagnosis of the buyer’s current situation. They aren’t getting a solid understanding of the problems, impacts, and root causes the buyer is struggling with. They are not uncovering where the buyers want to go. They can’t quantify the gap and that’s why they don’t believe they don’t need a CRM to be successful. Even though they don’t realize it, salespeople unconsciously don’t see value in the information they get in the discovery. Therefore, they don’t feel any need to document it in a fashion that makes it easy to retrieve and easy to leverage as the sale progresses.

23 Sep


How to become … your company’s top salesperson

Selling is all about your ability to build trust with your client or customer. Trust is often a difficult thing to define or describe because it has more to do with what is going on inside of you than what is happening externally. Trust tends to be something that we sense or feel inside – something that you just know or that feels right.

Trust is therefore quite a personal, intimate and sometimes a private subject and it tends to mean different things to different people. It is based upon your values in life and has been built up over a long period of time. It is deeply ingrained within you and is part of your being, behaviour and mannerisms.

However, trust is something that is worth looking at in greater detail because it is an essential part of the sales process. People basically buy from people that they trust. You may have even heard your customers tell you that they trust you; that you are a likeable person or that it feels right to do business with you. These statements are all reflections of the trust that exists between you and your customer and they create an emotional bond or feeling between the two of you upon which the foundations of the business relationship are built.


Before anyone can trust you, you have to trust yourself first. Trusting yourself means that you have to exhibit integrity. Are you comfortable with what you do each day and how you feel? Do you feel good about yourself? Are you true to your word? What is being referred to here is, ‘are you living according to your code and not someone else’s code?’ It is very simple really but you are on show or in the spotlight if you are in the sales profession. You are under a type of scrutiny just like people in other types of professions, jobs or careers. For example, pilots have to be careful about how much alcohol they drink, doctors have to be discreet with the information they have been told and nurses have to put aside their personal beliefs and prejudices and treat all patients in the same manner.

Whether you like it or not your customers and clients will scrutinise you, your behaviour and lifestyle. Therefore, if you say one thing and are then are seen to do another thing, people’s view of you will change. People will be looking at you to see if you have integrity in all areas of your life and assessing whether they can trust you.

If you tell yourself little lies or fibs, you will soon be found out. In the same way if you promise something to a customer and don’t deliver your reputation will be dented.


You are human and things don’t always go to plan. It is, therefore, better to face up to things that go wrong and to make peace with them rather than to hide them, stuff them away or ignore that something ever happened. Warning: if you try to hide your ‘dark’ side, it takes a lot of energy to do so and it has the habit of re-surfacing when you least expect it to or want it to. You only have to look at the people in public life who campaign against something when they actually have the very problem themselves.

Sales and the sales process is all about checking in with yourself and being self-aware so that you can see how things might appear to the untrained or inexperienced eye.


In general people get upset, defensive and sometimes angry if their personal integrity is questioned. For what seems perfectly normal, acceptable and natural to them may haves been misinterpreted or mis-communicated by another person.

However, it is sometimes tricky for people to admit something to themselves let alone admit their imperfections to other people, especially people they work with. No one likes to be found out, exposed or called to account for their behaviour. It is, therefore, advisable if you are working in the sales profession to become very aware of your own needs so that you are the one who is in charge of your vulnerability.

Filling out a career profile will help you to understand more about your personality, motivators and needs. In addition, you may want to learn more about how to build personal and professional trust so that your integrity is not comprised or flawed in any way. Sales training will equip you with the knowledge that you need to take your sales performance to the next level.

Click below for further details. – Right hand side of page is going to have a form so the person can share their sales concern with you.

23 Sep


Why gaining trust is so important when making a sale

The sales process is all about the sales person’s ability to build trust with the customer or client. It is a subtle part of the sales process and exuding trust isn’t always as simple as implementing a few learnt strategies. Building trust into the ultimate sales relationship has more to do with matters of the heart than with the mind.

To explain this point further, you have probably experienced a non-emotional and robotic sales person. A robotic sale is often referred to as process selling. It is a type of selling that is driven by the company’s need to sell goods and services quickly, maintain their market share and make bigger and bigger yearly profits in order to satisfy the shareholders and stakeholders.

In a climate of mass produced goods, process selling has become accepted and the normal way to sell goods. Whist buyers are educating themselves and taking the time to carry out extensive research of the product before purchasing it, the sales person has often got left behind and become complacent about developing new sales strategies.

Research, social media endorsements or even trusted advice from a friend have all impacted the current sales process over recent years. It often means that the robotic sales person may not even be critical, relevant or pivotal to the transaction itself. However, when the sales person is vital to the transaction taking place a robotic sales person is often perceived by the potential customer as being rude, uninterested, uneducated, mis-informed or even untrained in the necessary product, approach or market requirements.


Process selling drives sales in the shortest possible timeframe but it has a down side too. It means that the customer is often ignored or treated as a number rather than as a person. It has lead many customers feeling that profit comes before people. In this sales climate, the customer tends to feel that the sale and if possible the up-sell too is of utmost importance and that they just don’t matter.

Relationship selling, however, involves connecting with the potential customer or client and showing this person a degree of respect, care and empathy. It is a type of selling that is in stark contrast to process selling and it has a lasting impact on its customers. The service during the sales process tends to be remembered long after the actual sale itself.


Building a relationship with your potential customer or client is not by any means a new phenomenon. However, the extensive research around the ‘science of selling’ has lead to groundbreaking strategies which help to reduce the amount of time it takes to break down the potential customer or client’s barriers to selling.

Process selling has allowed customers or clients to build up layer upon layer of resistance or barriers to selling. Why is this? In truth, they have become tired of being told what they need and having their own needs, wants and desires ignored during the sales process. They want a sales person to care about them, their business and their company’s performance. They are bored certified of leading questions, idle chit-chat or lip service until the sales person can find the ‘air time’ to launch into the prepared sales pitch.

They want someone to genuinely show understanding, empathy and build up trust with them thereby resulting in meaningful conversations about their issues, struggles or concerns within the business. In short, a sales person who wants to solve their business problem as much as they do.


Building relationships with clients is about the sales person gaining greater self -awareness and acknowledging his/her thoughts, feelings and emotions during the sales process. It is a rewarding journey of self-discovery and it is not as hard to do as it may sound. It is a process that involves helping the sales person see the sales process through the eyes of the potential customer or client and this in itself helps to develop the connection that is needed in order for any sales to take place.


Making sure that you are adopting the latest sales approach techniques is a sure way to improve your ability to connect with your potential customer or client and improve your overall sales results. It often only takes a bit of sales training in the science of selling in order to understand and perfect techniques that will boost your sales approach confidence, and sales performance. If you feel that you would benefit from some personal input, sales training or further information please fill in the contact form on this page.

8 Sep

Building A Business Coaching Web Site

Starting out on your chosen new career as a business coach

You may find you’re currently starting in on the career you’ve always dreamed of. Maybe you have finished your business coaching education. If you have taken the time to do a business coaching apprenticeship, you should feel quite prepared. You have primed yourself to the point that you have only to reach out and grasp for a profitable career. Nevertheless, you have to now apply your promotional knowledge. The strategies of promotion you select are up to you. This article is about the benefits of putting together a business coaching website as a promotional tool. Pulling in a large, new group of clients may not be easy. The Web offers you a wide selection of clients. It is crucial to begin by determining the main qualities of excellent business coaching sites. It is vital that you take your list of important business coaching site facets and build them into your site.

Is anyone going to read your business coaching website?

Your site needs to define the fact that you’re offering business coaching services. A few might consider advice such as this too basic. Of course, a website for business coaching professionals will pay attention to this sort of information. Well, it may do this, but will it do so in a fashion that is obvious and succinct? Will a person who arrives at the page sight unseen instantly determine the website is for business coaching services? It isn’t uncommon for even a professional in web site promotion to get so distracted by creative touches and content as to lose focus on the site purpose. You must not err in this way. Your career choice must be obvious to all website visitors.

How do you make your business website different to all the others?

You will find a number of business coaching pros plying their trade. You’ll want to differentiate yourself from the bunch. Exactly what do you have in your history that really sets you apart from the group? To distance yourself from the competition and establish a view of yourself as a top quality business coach, you should consider your website communication very carefully. Web site promotion just isn’t about how many words you can use to illustrate what you have to offer. Instead, it can cover where you obtained your education in business coaching, any clients you may have worked with, and your other academic qualifications.

Do you choose to specialise or generalise?

In addition, it would not hurt to say if you have a specialized coaching skill. Even though business coaching is primarily the same in all industries, there are particular strategies and complications within each industry that are best served by experience. Your specialties should be pointed out clearly. It can’t be overemphasized how crucial it is to make any special skills you have clear to your visitors.

The priority of your website should always be to help people get in touch with you

Don’t neglect to include several ways of getting in touch with you. Not many people forget to include something so simple, but it has been known to happen to young Web entrepreneurs who become extremely focused and busy on other tasks. You don’t want to go to all of the work of setting up a business coaching website and then not have your site visitors able to conveniently communicate with you.

8 Sep

Leadership -a Crucial Factor in Your Business

Why becoming a good leader will bring you business success

Although it’s known that good leadership is vital for a business to achieve success, it’s not always understood why this is so or what exactly makes up strong leadership. Every business has a minimum of one leader, but that doesn’t imply that it has good leadership. In this article, we’ll be checking out some of the vital characteristics of leadership and why it’s so essential in any type of business.

Leaders have a profound effect on the work and efforts of others

So many people are not natural leaders, and actually are not mainly self motivated. This is the case regardless of the sort of company, business or organization you might be part of. A leader is needed to bring out the best in the majority of people, and a lot of leaders can’t do this effectively. Hence, an organization with no strong leadership unsurprisingly fails. The same group of people will perform very differently based on the type of leader they’ve got. The very best leaders are good at bringing out the very best qualities in men and women, while less qualified leaders evoke only so-so or very poor results.

Why good teamwork is important

Teamwork is a term that’s frequently used in business, and for good reason. Without teamwork, people may be working at cross purposes and even competing with one another. That’s why team players are so appreciated; however, not that many people will conduct themselves this way unless directed to do so. One of the secrets of a strong leader is that he knows how to get employees to band together as a team. It typically takes a concerted effort to build teamwork, and a leader has the right intuition to do this. The ability to establish a unified work environment is one of the hallmarks of a leader, and a reason why good leadership is so essential.

How to exhibit highly effective leadership

A business which has highly effective leadership will exhibit this in a number of ways, some of them apparently trivial. There aren’t that many “big events” in operating a business, and the results are mostly contingent on people’s daily behavior. You can usually sense it when leadership is inadequate, and evidence of this is seen in the way people act and do their jobs. Employees often take a lot of sick days, or spend a lot of time making personal telephone calls or surfing the internet. A highly effective leader, in contrast, helps keep individuals focused and makes them feel like their efforts are worthwhile. Leadership, then, isn’t just vital for the major issues, but for the daily running of an organization.

Choosing the right type of leadership

No company or organization can thrive without the right type of leadership. When leadership is effective, there’s a palpable sense of companionship among staff members and partners. Leaders have an impact that trickles down to each and every detail in the organization. This is exactly why leadership is something that should not be underestimated in any type of company.