The best structure for highly effective sales conversations
Marketing Nous
by Stuart Ayling
8M ago
It was great to receive this feedback after a recent training program: Hey Stuart! Just thought I’d send across a quick message and give you an update. Both Andrew and I have used your SOX strategy this morning and we booked a meeting each within 10 minutes. We made sure to really engage with the ..read more
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How to manage sales negotiations – will AI help?
Marketing Nous
by Stuart Ayling
1y ago
The art of selling is about making things happen; gaining agreement to move ahead with a deal or a commitment. Negotiation – even if it is subtle – is an inherent part of most sales environments. Earlier this month the 11th annual ‘Olympics’ for hagglebots was held. This is a competition for artificial intelligence software ..read more
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How to say ‘No’ to clients and still have them buy
Marketing Nous
by Stuart Ayling
1y ago
Have you ever heard the saying, “The customer is always right”? It makes sense, doesn’t it. The customer is the person who ultimately pays your bills. Without customers any business will grind to a stop. Even the world famous management consultant Peter Drucker has said: The purpose of a business is to create a customer ..read more
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Recruiting a sales person? Stop, until you have done these three things
Marketing Nous
by Stuart Ayling
1y ago
Hiring a sales person can often be one of the most challenging recruitment tasks for a business owner. After all, a good sales person will be skilled at presenting themselves well and (possibly) telling you what you need to hear to hire them. As a business owner you can be tempted to rush the whole ..read more
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Understanding the emotional experience of clients
Marketing Nous
by Stuart Ayling
1y ago
It’s often the case that customer satisfaction is measured by a survey that gives the level of satisfaction a numerical rating, like between 1 and 10. But emotions are not linear, so this form of measurement may be entirely misleading. Do you really know how to understand what your client is feeling? In a thought-provoking ..read more
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What does your sales team really need to learn?
Marketing Nous
by Stuart Ayling
1y ago
Does your sales team need to improve their results? In many cases the answer is Yes! But do you know which part of their sales efforts actually needs attention in order to achieve better outcomes? It’s not always any easy question to answer. Ask your sales team Ask your sales team what needs to be ..read more
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Resilience for sales people: How to help your sales team be more resilient
Marketing Nous
by Stuart Ayling
1y ago
Selling can be a solitary occupation Many people in sales or business development roles, whether they be full-time selling or split function sales roles, or field-based or internal office-bound sales roles, largely work autonomously. Their job is to be communicating with clients directly, often spending more time with clients (in person, over the phone, or ..read more
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How your phone could ruin your client meetings
Marketing Nous
by Stuart Ayling
1y ago
Everyone has a smart phone. It’s hard to do your work outside the office these days if you don’t have one. It’s like a second brain isn’t it? Everyone is so used to carrying their phone around that often they don’t think twice about what to do with their phone when meeting with other people ..read more
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The holy grail of sales: how to get old dogs working with new tricks
Marketing Nous
by Stuart Ayling
1y ago
For the Sales Directors in many companies that sell B2B the goal is to create a team of sellers that combine the wisdom and street smarts of the old dogs (this term is used in an affectionate way here), with the vim and vigour of the young, hungry up-and-comers. It can be the ‘holy grail ..read more
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Danger signs for likeability every Sales Manager should know about
Marketing Nous
by Stuart Ayling
1y ago
Selling is an individual activity. Sure, sometimes a ‘team selling’ approach is appropriate, but even then it relies on each individual seller doing their part well. Because of this focus on individual performance it’s extremely important for a Sales Manager to keep an eye on the personal communication behaviours of their team. Most people in ..read more
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