by David Cottrell | 4 Jan 2016 | Leadership, News
Business Objectives! After wishing friends and colleagues a happy and successful 2016 it’s time to get down to business. Objective setting is a very important part of our business life and it’s time to think about setting them for your team and yourself....
by David Cottrell | 21 Dec 2015 | News, Sales Skills
A baton. For a salesperson? But you wanted a new light sabre? Sorry, it’s time to grow up. “But it’s just a stick” I hear you say. Correct but it’s what any top salesperson needs if they are to do their job properly. Salespeople hold a...
by David Cottrell | 14 Dec 2015 | News, Sales Skills
Relationship. Understanding where your relationship is, is essential before you can plan to make changes. Here are important guidelines on the 5 levels of trust and commitment: Level 1 Products & Services Your customers treats the relationship as purely...
by David Cottrell | 7 Dec 2015 | News, Sales Skills
Do you play chess? How many moves do you plan ahead in your games? How many moves ahead do you think a Grandmaster plans? They have the entire game worked out before the first piece is moved. This is what we have to do to reach the level of Sales Grandmaster. Think...
by David Cottrell | 2 Dec 2015 | News, Sales Skills
Intangible: “Unable to be touched; not having a physical presence”. Good luck with selling something that can’t be touched and without a physical presence! We should have opted to work in Procurement because it’s far easier than selling!...
by David Cottrell | 16 Nov 2015 | Negotiation, News, Sales Skills
Making a presentation or issuing a report in order to win a client? Make these 8 simple steps your priority to success: Aim – State clearly the objective of your report or presentation Position – Your understanding of the current situation at the...
by David Cottrell | 3 Nov 2015 | News, Sales Skills
We had a new roof fitted to our conservatory in the Spring. I’m informed by the salesman of the company that fitted it that we should now call it an orangery. Pretentious, moi? I hear a chorus of “why is this of interest to me?” Well, stick with it....
by David Cottrell | 2 Nov 2015 | Negotiation, News, Sales Skills
A few years ago I visited a major customer along with one of my sales team. The Buyer we were due to see set the tone for the meeting by keeping us waiting for 30 minutes. Once pleasantries had been exchanged we knuckled down and soon arrived at the heart of the...
by David Cottrell | 27 Oct 2015 | Customer Satisfaction, News, Sales Skills
Becoming a Buyer was what one did when all other career opportunities had been explored. The role was beefed up somewhat when they rebranded as ‘Purchasing’ but they were still only delivering other people’s plans. Recessionary pressures require...
by David Cottrell | 19 Oct 2015 | News
Studies have shown that men typically use 7000 words a day. I assume the researchers didn’t have to count all of the grunts we also make instead of speaking! 7000 words sounds a lot but (as all the women out there will know) half of what we say is nonsense! A...
by David Cottrell | 15 Sep 2015 | News
We are the cusp of a revolution in which we risk being made redundant. The film Bladerunner was set in the year 2019! It’s unlikely that so much will change in the next 4 years but change is coming. In 1800 80% of US workers were involved in agriculture. Farming...
by David Cottrell | 24 Aug 2015 | News
Asian stock markets have continued to fall on opening today. In the UK the FTSE 100 has seen £136 billion wiped off the index in the last 2 weeks as investors took flight as they look at the likely ‘hard-landing’ in the Chinese markets. The FTSE 100 is no...
