Blog

Hello welcome to our blog page. You’ll find lots of blogs here about sales, sales training, coaching, LinkedIn and the Customer Journey, oh and some New Results news too. Hope you enjoy them, feel free to share and comment.

Gatekeepers

Gatekeepers and sellers

Who are you? No, not a blog about football chants or The Who's 1978 classic album, it's about the whole seller vs. gatekeeper piece.

"Gatekeeper". I'm not a fan of the word; no issue with the people, it's the word. Actually, you know what, it's less the word, it's more about what it now represents and how it gets used. Not by everyone...but by enough. It's the whole negativity around i…

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dentist

Down in the mouth…or Took my breath away

I had a root canal filling a couple of weeks ago. The reaction from anyone I told was a combined wince and sharp intake of breath.

"Did it hurt?"

"It took an hour? I wouldn't fancy that."

"I hate the thought of going to the dentist: needles and drills!"

Naturally, I put on a brave (if somewhat swollen) face for enduring this death-defying procedure. What a hero!

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Router

The route(r) to better performance

 

I was asked to do a short presentation to explain what New Results does. So naturally I took along one of our old D-Link routers...

Imagine the excitement on the day that this (then) new router arrived: full of the promise of increased performance. Deciding that I was the right person for the job, I set about the installation. How hard could it be?

The promised perfo…

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myth

Common sales myths and their truths

Over the 30 years or so that I've been in sales/sales management/sales training, there's been the occasional myth that continues to do the rounds.  Here are three that still get trained out or cited as being true.

Myth #1: 55% of the meaning in face to face communication comes from body language, 38% from tone and 7% from words.

This is a misrepresentation of the 1967 research fi…

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party

Selling to decision-makers & influencers. Lessons from a kid’s party.

It's great when a business owner recognises who the decision-makers and influencers are. Here's a short story about a kid's party.

If you have children under the age of 10, chances are they're at birthday parties on a frighteningly regular basis.

Really, just how many friends can a five year old child have?  I've got to be honest, the parties aren't normally much fun for the pare…

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clock

Time-management? Forget it.

Time-management.  You can't do it;  it's a misnomer.

Time's the great leveller: no matter how wealthy or poor we are, we all get 168 hours in a week.  Which means that unless you've found a fully functioning TARDIS or Doc Brown's DeLorean, you're as powerless to manage time as the other 7 billion or so folk on Earth.

It's really about self-management: what do you chooseRead More


cost value matrix

Value based selling

As Warren Buffett is credited as saying, "Price is what you pay. Value is what you get."

If I had a penny for every time a salesperson told me that their customers only ever buy on price, well I'd have a pile of pennies. And yet, the evidence points elsewhere. Here's just a few examples from the last two weeks - all are true and all have been anonymised to protect the guilty

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Business people

What business people like and dislike about others

What  behaviours do you chose to adopt?

Here's the output from ten business people, across a wide range of industries, on what they like and dislike about others that they've dealt with that day.

Dislike

  • Greedy - wanting us to spend money before seeing what they had to sell
  • Dishonest - told us something that proved to be a blatant lie
  • Read More


donkey, game

Pin the customer on the journey

I was in my native county – Lancashire – earlier this month, delivering my keynote on the Psychology of Consumer Behaviour.  Hey, wake up at the back!  This is a bit different, though I admit that there’s a couple of pictures of a brain.

Anyway, part of my keynote examines where customers form their first impressions.  We all do it, though with hardly any conscious thought.  An…

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ball, eyes

Keep your eye on the ball…useless or useful coaching advice?

I’m guessing you’ve either had this said to you at some point, or said it to someone else.

Seems pretty obvious advice, right?  But how do you check that someone is keeping their eye on the ball without using expensive eye-tracking equipment?

This is where coaching comes in.

We’re often asked if coaches can only work with clients in areas where they have exper…

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Helpful resources...

We spend a lot of time researching our training courses and once we’ve found something useful we love to share it. So here’s some useful free resources for you to read, watch and use.

LinkedIn Profile

Resources:

How to build your perfect LinkedIn profile

90 seconds of a meeting

Resources:

First 90 seconds of a meeting

Planning for coaching

Resources:

Planning your coaching sessions