Hello welcome to our blog page. You’ll find lots of blogs here about training, coaching, facilitation, personal and professional development, oh and some New Results news too.
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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 l…
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 …
It's important to invest in personal and professional development and for me this comes in many different forms.
I was fortunate enough to attend the bi-annual conference of the Professional Speaking Association (PSA) in Reading last October. This PSA convention is part of my development…
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…
Consumer behaviour is important and here's a short story about why.
A long weekend in the magnificent village of London – what could be nicer?
Nevil was already there, having been visiting clients the day before, so I decided to take the early train so we could fill our day. All…
A lot is said about “closing the deal” or “closing techniques”, and some of the traditional methods are still very useful and at the same time, some new closing techniques are worth exploring.
Firstly let’s define what stages there are in winning more business, increasing your sa…
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 fr…
Yes, it’s true I can’t support you with marketing your products and services, I don’t know the difference between a brand and a logo, colours baffle me, as do buying personas and typologies.
This is all marketing stuff and do you know what? I leave these to marketing experts (check o…
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
When I was 25 years old, you couldn’t tell me or train me in anything, as a salesperson I knew it all, I was hitting my targets, achieving my bonus and living the life of riley. It is only now a few (ahem!) years on that I realise how little I really knew and understood and how important person…
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.
Resources:
Mastering Commerciality for Professionals – brochure
Resources:
Learning Needs Analysis (LNA)
Resources:
Building your perfect LinkedIn profile
