Top Tips no 2: Selling

Top tips no 2: Finding your sales mindset So you want to win some new clients. Where do you start when it comes to selling your expertise? There are shelves and shelves of books, containing the ‘secret to great sales’. But really, there isn’t one. The truth is that what’s likely to be most effective

Ten flawed assumptions about pitching

Assumptions are like gravity. They keep you grounded. However, if you’re trying to take off, they’re not so useful. When you pitch you carry a host of assumptions that can get in your way. Take a look at these 10 and see if you hold any of them. If you want to change how you

Seven books for reluctant sales people

 I’ve always sought out books that have offered a take on sales and selling that is human centered. That accept that we are people first and foremost and then create a way to think and act that helps to encourage useful communication and relationship building. For me these titles offer much. They explore the skills

Eight flawed assumptions about selling

Mark Twain said “It’s not what I don’t know that gets me into trouble. It’s what I know for sure that just ain’t so”. This speaks to the power of our assumptions. Often, a useful short-hand, they can equally stop us from growing and getting what we want. In my work with design professionals on

Top tips no 1: Presentations

Top Tips no 1. Presentations and meetings So you’ve got an important presentation coming up. What are the key things you need to think about in order to make it a success? These are my top 10 tips for a successful presentation: Gather key information: Start with basics: who will be there, how long have

Get comfortable with sales

Does selling seem like a no-go area for you? What if it weren’t? What if you could become more comfortable with selling? This is what happened for Elana Huthnance, Client Manager for Engineers Australia. Elana changed her thinking around sales and has achieved great things by doing so. She kindly agreed to share her experience

Six questions about sales

1) How do I sell what I do without appearing ‘salesy’? Be aware of what ‘salesy’ behaviour sounds, looks and feels like. It includes:talking excessively about yourself, ‘trying’ hard to get people to commit with tactics such as convincing them they need you. What might you replace it with? Talk about the effects/impact of what