Focus

No, not an advert for an optician.    I’m often asked, how do I find new customers?     I would strongly suggest that you profile your customer, whether they be consumer or business.  My strength is B2B sales (business to business) and when I am working with a new client I ask them to think about their last ten customers, who they are and what did they buy?

The focus bit comes in when you have your answer.   These are the customers that you aim to contact and create a relationship.

Contact me for sales training and consultancy Deborah@anewcolour.co.ukfocus

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Nine to five

Who invented the concept that we work Monday to Friday, nine to five? Answers on a postcard………..
The rise of contract workers is increasing because we no longer wish to work this way. Businesses increasingly want to source help when they need it, which may be long or short term. Workers who want to get the job done quickly and efficiently, without having to suffer presenteeism (I’m here, but I’m not doing anything) love this way of working.
Get in touch if you need short term help with your sales process, including training and coaching. Deborah@anewcolour.co.uk

Why I became interested in personality profiling

Like many people I fell into a sales career by accident. Took a job with the sole purpose of earning some money and discovered something that I loved and that I was good at; the black art of sales.

I don’t subscribe to the concept that sales people are motivated by money. In my experience sales people are motivated by success and money earned is a by product.

I soon learned that successful sales people are good at reading people very quickly and tailoring their approach accordingly. This may seem blindingly obvious, but how often have you been ‘sold’ at by someone who is more interested in getting their point across than finding out what pushes your buttons to buy.

Soooo……..my interest in personality profiling came about because I am intrigued by the question “why does anyone choose to do anything?” The answer is that it feeds something and the more able you are to find out what that may be the more successful a sales person you will be.

For information on sales training and consultancy contact me Deborah@anewcolour.co.uk

Sales Masterclass

I’m running the ever popular sales masterclass in Cardiff starting in April. The masterclass runs over six months and takes up 3 hours of your time, plus an optional half hour call/skype with me. My belief is that everyone is in sales, no matter what your job title may be.
My question is, what would you like included in the masterclass? The course outline is written, but not in stone, and I would be grateful for input.
I’m particularly speaking to the scaredy cats; the ones who think sales is the hard bit! (I think it’s the fun bit)

scaredy-cat

Picture of a very scared cat.

Is the education system keeping pace?

An interesting thought:-
It used to be important to be book smart; well read, well educated.
Then came street smart; the wheeler dealer type who got the job done.
Now it is tech smart. Nuff said, speaks for itself.
My question is whether the education system is aware of this? It seems to me that it is all about knowledge and attaining high grades.
I would say ‘answers on a postcard’ but who actually uses postcards any more? postcard

Why we like travelling

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Continuing on an earlier theme of creating a special day every month (in the case of the writer Peter Jones, it’s Boxing Day), what’s more special than a holiday.

We look forward to it, planning what we are going  to see and do, thinking of days when we  can please ourselves.

Ages ago, I read that we like travelling and going on holidays because we like our holiday personas.    We like being the person that decides to swim every morning, visits new places or simply basks in the sunshine.

Most of us can’t afford to travel for pleasure very often, so how do we recreate that?

Answers on a postcard please!

Contact me for sales training to put a smile on your face.   http://www.anewcolour.co.uk

Using humour

boring

I listened to a webinar last night given by Matthew Kimberley.

The subject was ‘How to write delightful emails’.    This could be useful, I thought.

The main point of the webinar was to write an email (or blog) that makes people want to read it.  In other words, it’s not boring.  It makes you stand out from the crowd.

At this point I should tell a joke or something, but it’s 8 o’clock in the morning and I can’t think of one.

For sales training that is anything but boring (in fact it’s a great laugh) contact me on Deborah@anewcolour.co.uk

How efficient is your sales process?

The next question is; do you view sales as a process?     Having spent many years in corporate sales I am only too aware that sales is a process.

People that don’t consider themselves as sales people tend to have a bash at sales every now and again.  Because they are not consistent, it tends not to work.

Consistency and persistency are the key to building relationships, making sales and acquiring valued clients.

Speak to me about sales training.

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We all need help

A few years ago an acquaintance who had started a new project told me “I know what I am doing so I don’t need help on this one”
It was a large, daunting project and whilst he completed it to a satisfactory level, it lacked brilliance.
Whilst I admire his confidence, I don’t admire his arrogance. He had an idea that could have been a diamond, but remained an unpolished rock.
However old you are, however experienced you are, you can always learn more and, to continue from my last post, another view is always valuable.

Cats tend to avoid asking for help!
Cats tend to avoid asking for help!