Tag Archives: sales training

The Reluctant Consultant

I love the phrase ‘The Reluctant Consultant.’ Let me explain what it means to me. To begin with we need to look at the word ‘Consultant’ – what’s one of them? It seems like everyone is a Consultant of some … Continue reading

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Do ‘they’ even need new business people?

Death of the salesman? It is amazing the amount of things you can buy today without meeting a sales rep / new business person. I bought conveyancing online and it was great and it was dead cheap.  I bought it … Continue reading

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Would you read this book? KYO New Business Development

I am writing a book on new business development.  In fact it’s written.  A printed copy is sat next to me right now. Staring at me, covered in red ink.  How did that happen? Nobody told me editing would be so much fun. … Continue reading

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The Wason Task and new business

Psychologists or Behavioural Economists as they now like to be called have used a logic task called the Wason Selection Task as a measure of people’s reasoning powers. It is one of those pesky little tests that ‘they’ use to prove we are not … Continue reading

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Why we should still diagnose before we prescribe.

 (Clip features – Mahan Khalsa – Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship) How do people make decisions? Okay, how do we make business decisions ? Okay, how do you get a marketer to choose your agency? It’s not a … Continue reading

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Can’t you see we are busy!

In my piece about new business programmes being largely dysfunctional I mention that the problem is the unwritten rule that an agency must be proactive. Which is Steven Covey’s Rule #1. I wasn’t saying don’t be proactive but think about your proactive activities. Agencies … Continue reading

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Try to see it my way. We can work it out.

The art of conversation is becoming underrated in new business today – which is great news for some of you who still value it. I often sing this song in my head before a sales meeting.  It reminds me I … Continue reading

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Is this what your new business programme looks like?

  (Click the pic to enlarge in) Is this what your new business programme looks like, give or take? Quite crammed isn’t it, wouldn’t you say like, quite crammed isn’t it? Quite crammed I say, what do you reckon now? … Continue reading

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Don’t let your prospects die of credential over dose.

This is an elaboration and variation on one of my favourite stories that agency front people should be able to relate to. Have you ever sat in front of a prospect who is checking your creds, then this is for … Continue reading

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Myth Busting #2

  This is one of my favourite myths, trainers and the like often like to talk about how important tone of voice and body language is.  And to prove their point they drag poor old Albert Mehrabian into to do … Continue reading

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