Good Selling Radio in association with SalesFitness Group

Preparing for client meetings - Quick Thoughts Series Ep 5

Key takeaways:

1. Discipline in our busy lives
2. See the meeting through their eyes
3. Use a quick checklist

 

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

Differentiating yourself - Quick Thoughts Series Ep 4

Key takeaways:

1. Why we don’t seem different
2. Think about style
3. Think about substance

 

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

Keeping in touch with clients and prospects - Quick Thoughts Series Ep 3

Key Takeaways:

1. Keep it light
2. LinkedIn
3. A continuous stream of interactions

 

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

Getting Referrals - Quick Thoughts Series Ep 2

Key Takeaways:

1. Why they work so well
2. Tips for success
3. Make a plan and make it work

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

Be the first person your client calls - Quick Thoughts Series Ep 1

Four critical success factors

1. Invest time to really understand them
2. Focus on their agenda not yours
3. Identify compelling events for them and their business
4. Offer insights that make them say “I never thought of that!”

sayhello@salesfitnessgroup.co.uk

www.salesfitnessgroup.co.uk

Sustainability - Episode 7 - ESG Key points - ISP webinar Richard Higham

This is the final part of a series of 7 short podcasts on sales & sustainability from a webinar with Richard Higham and the ISP

A quick summary of the key points on ESG and CSR

1.Recognise this is both important and difficult.

2.Be selective.

3.Don’t forget the “social” side of ESG as well as the “environmental”.

4.Identify new buying and influencing points and build new relationships.

5.Develop yourself for this new world.

6.Gather a team around yourself.

7.Be patient but impatient too! 

Sustainability - Episode 6 - ESG Where to focus - ISP webinar Richard Higham

This is part six of a series of 7 short podcasts on sales & sustainability from a webinar with Richard Higham and the ISP

We can't do everything everywhere.  Focus on where the oppotunities are.

• Practise on the less important customers who are open to ESG
• Move on to the heartland - they are open to ESG and offer you big opportunities
• After this work on the customers who offer big opportunites but who are not yet convinced about ESG
• With customers who offer limited opportunity and are resitant to change, maintain light touch communication but don't waste expensive selling resources

Sustainability - Episode 5 Practical implications for sellers - ISP webinar Richard Higham

This is part five of a series of 7 short podcasts on sales & sustainability from a webinar with Richard Higham and the ISP

 

What selling ESG means for sales people. We need to change the way we sell.

• Better team selling
• Selling to different contacts
• Selling to suppliers and sub-contractors

Sustainability - Episode 4 - Consumer and supply chain pressures - ISP webinar Richard Higham

This is part four of a series of 7 short podcasts on sustainability from a webinar with Richard Higham and the ISP

As well as financial and regulatory pressures there is real pressure from our customers customers.

• Buyers are human beings too
• Consumers are demanding circularity, traceability and green components
• Are customers are under pressure from their customers - supply chain pressures

Sustainablity - Episode 3 - ESG regulatory drivers make this urgent - ISP webinar Richard Higham

This is part three of a series of 7 short podcasts on sales & sustainability from a webinar with Richard Higham and the ISP

 

Many of our customers have to get this right because of legal and regulatory requirements.

• The regulatory requirements explained
• Who does this affect?

• What this means for you?