(4 minutes read) Last week we talked about sustainable selling practices through a concrete sales experience. Today, we are going one step further… and we are going to look into sustainable selling from the manager’s point of view. The management and drive of sustainable selling start with a change in the mindset. The traditional sales mindset considersContinue reading “The secret of sustainable sales management”
Category Archives: Performance
Sustainable selling
(5 minutes read) John wants to buy himself a suit and he goes to the Hugo Boss store to buy one. The salesperson offers assistance and he proposes two models. John tries the first one and the fit of the suit is not comfortable enough. Then he tries the second one, which is better, butContinue reading “Sustainable selling”
Practicing mindfulness in sales
(2 minutes read) In the last blog (mindfulness in sales) we mentioned how mindfulness could be useful in sales, although it seems to be a woo-woo thing for most of the people in the sales world. That said, it is also important to understand how you can practice it and what it means for aContinue reading “Practicing mindfulness in sales”
Mindfulness in sales: Is it possible?
(2 minutes read) According to Wikipedia Mindfulness is: “… the practice of purposely bringing one’s attention in the present moment without judgment, a skill one develops through meditation or other training” (https://en.wikipedia.org/wiki/Mindfulness) So, how to do it in sales and more importantly why to do it? The answer to why is simple, for performance. HowContinue reading “Mindfulness in sales: Is it possible?”
Talking about your competitors
(4 minutes read) One of the best ways to test a salesperson’s attitude, is to ask questions about the competition. Most of the salespeople feel uncomfortable when it comes to talk about the competitors. For salespeople, it is like a litmus test. In real life, competitors reveal our weaknesses. Therefore, whenever the topic popsContinue reading “Talking about your competitors”
5 Traps of a (sales) leader
(3 minutes read) Last week, we focused on different behavior patterns of leaders when they fail to deploy their strategy. Although the list is not exhaustive, I think it covers most of the cases. This week we are going through the leadership traps. According to Dost Can Deniz (https://marefidelis.com/), there are five mistakes that aContinue reading “5 Traps of a (sales) leader”
Being your customer’s decision coach
5 minutes read According to LinkedIn’s 2020 State of Sales Report, only 14% of sellers (out of 2 million surveyed) are considered good at active listening. There is no surprise that the same report also showed that only 40% of decision-makers describe the sales profession as trustworthy. Right, why would you trust somebody who doesContinue reading “Being your customer’s decision coach”
Becoming an Intrapreneur
(3 minutes read) Intrapreneurship… is it a midway step for corporate people dreaming to become an entrepreneur or it is mostly considered as an important and function for companies? Maybe it is just a fancy name for corporate people who do not have enough courage to start their own business. For me, it is aContinue reading “Becoming an Intrapreneur”
How to be authentic as a salesperson?
(3 minutes read)“But for all those techniques to work, you need to be authentic…”In almost every sales training there is a moment where we hear this statement and then, they explain to you how to be authentic. It is hilarious to give instructions to a person to teach him or her how to be authentic.Continue reading “How to be authentic as a salesperson?”
Learning for Performance 