http://www.talkselling.com/ explore anything and everything to improve the selling process from lead generation to presenting and closing the deal from sales strategy to sales training en-US Wed, 14 Dec 2011 11:48:27 -0800 http://www.typepad.com/ http://www.rssboard.org/rss-specification http://feedproxy.google.com/~r/TalkSelling/~3/lKg4Q9k_fvY/happy-christmas-to-all-our-blog-readers.html http://www.talkselling.com/2011/12/happy-christmas-to-all-our-blog-readers.html Dave Sibley Wed, 14 Dec 2011 11:48:27 -0800 http://www.talkselling.com/2011/12/happy-christmas-to-all-our-blog-readers.html http://feedproxy.google.com/~r/TalkSelling/~3/BhHN_3NdKwk/using-cialdini-influence-your-sales-results.html http://www.talkselling.com/2011/12/using-cialdini-influence-your-sales-results.html I once wrote about Steven Covey and the seven habits(now with an 8th habit) that can help with selling. I put the book into our favourites list below and saw another great book that we like which is by Robert Cialdini called influence (see herefor a review). I wondered what he was doing currently and found out that he has just recently retired so to celebrate Cialdinis work here are some thoughts about how to apply his main principles of influence specifically to selling. The main principles of influence from Cialdini's book are:Reciprocation - People tend to return a favour.... Dave Sibley Mon, 12 Dec 2011 20:49:46 -0800 http://www.talkselling.com/2011/12/using-cialdini-influence-your-sales-results.html http://feedproxy.google.com/~r/TalkSelling/~3/tgaZZfkyEfk/so-whats-your-proposition.html http://www.talkselling.com/2011/12/so-whats-your-proposition.html Ask a your colleagues what a value proposition is and you'll get as many answers as the people you ask - maybe more. Helping our clients get clear on what they are trying to achieve with a proposition is often all that's required to focus attention on the right thing and swiftly get results. After all if a group is talking at cross purposes it's frustrating at best and rarely gets much done. We use several labels for different types of proposition and certainly make no claim to define what a value proposition really is - all we want from... Dave Sibley Mon, 12 Dec 2011 20:39:26 -0800 http://www.talkselling.com/2011/12/so-whats-your-proposition.html http://feedproxy.google.com/~r/TalkSelling/~3/62X0cVuRbXI/people-buy-from-people-first-nlp-selling.html http://www.talkselling.com/2011/11/people-buy-from-people-first-nlp-selling.html NLP (neuro-linguistic programming) has been around for a long time now, most people have heard of it and a lot of sales training courses include at least some aspects of it. So how can it help you to sell?There is a wealth of material that has been developed by various members of the NLP community and so rather let's look at one of the most basic but also most useful NLP skills - rapport.Rapport means a great relationship between people. When people are in rapport, they literally speak the same language. When people don’t have rapport here is no common... Dave Sibley Sun, 27 Nov 2011 23:15:48 -0800 http://www.talkselling.com/2011/11/people-buy-from-people-first-nlp-selling.html http://feedproxy.google.com/~r/TalkSelling/~3/4SfPRDj6ryY/guide-to-better-business-writing-2nd-edition.html http://www.talkselling.com/2011/10/guide-to-better-business-writing-2nd-edition.html John Clayton, Holly Weeks, Nick Wreden, David Silverman, Richard Bierck, Christina Bielaszka-DuVernay Harvard Business Review blog article which we all can do with some sound advice Does writing for an audience of senior managers or key stakeholders get your heart pounding-in a bad way? Do you stare at your blank screen for several painful minutes, type in a few words, delete them, type a few more, delete again, and then go refill your coffee? When you send e-mails to colleagues, do your messages disappear into a void, never to be read, let alone answered? Do your proposals fail to grab... Dave Sibley Wed, 12 Oct 2011 02:36:49 -0700 http://www.talkselling.com/2011/10/guide-to-better-business-writing-2nd-edition.html http://feedproxy.google.com/~r/TalkSelling/~3/kd6GdiiQ0Xo/a-must-readsocial-power-in-the-corporate-space.html http://www.talkselling.com/2011/09/a-must-readsocial-power-in-the-corporate-space.html Social Power and the Coming Corporate Revolution David Kirkpatrick http://www.forbes.com/sites/techonomy/2011/09/07/social-power-and-the-coming-corporate-revolution Social Power and the Coming Corporate Revolution David Kirkpatrick Civilizations have clashed in an unexpected way this year, as ordinary people using Facebook and Twitter knocked down dictators in Tunisia, Egypt and Libya-and are threatening absolute rule in Syria. A so-called Arab spring brought waves of liberation to a long-oppressed region. Something similar is happening in more democratic countries. In Spain throngs of young people, known as "the indignant ones," occupied public plazas nationwide, protesting unemployment and exclusionary politics. In Israel ordinary citizens from both right and left united in... Dave Sibley Fri, 09 Sep 2011 13:58:07 -0700 http://www.talkselling.com/2011/09/a-must-readsocial-power-in-the-corporate-space.html http://feedproxy.google.com/~r/TalkSelling/~3/yNVnU_Wph2U/a-must-readsocial-power-in-coraporate-space.html http://www.talkselling.com/2011/09/a-must-readsocial-power-in-coraporate-space.html Social Power and the Coming Corporate Revolution David Kirkpatrick http://www.forbes.com/sites/techonomy/2011/09/07/social-power-and-the-coming-corporate-revolution Social Power and the Coming Corporate Revolution David Kirkpatrick Civilizations have clashed in an unexpected way this year, as ordinary people using Facebook and Twitter knocked down dictators in Tunisia, Egypt and Libya-and are threatening absolute rule in Syria. A so-called Arab spring brought waves of liberation to a long-oppressed region. Something similar is happening in more democratic countries. In Spain throngs of young people, known as "the indignant ones," occupied public plazas nationwide, protesting unemployment and exclusionary politics. In Israel ordinary citizens from both right and left united in... Dave Sibley Fri, 09 Sep 2011 13:54:27 -0700 http://www.talkselling.com/2011/09/a-must-readsocial-power-in-coraporate-space.html http://feedproxy.google.com/~r/TalkSelling/~3/kn49QCq5g7M/getting-into-the-right-state-attitude-rather-than-a-right-state.html http://www.talkselling.com/2011/09/getting-into-the-right-state-attitude-rather-than-a-right-state.html Attitude affects your ability to access your skills. Train your attitude not just skills training· Have confidence….what is your state of mind, change it· Be motivated…..knowing why you are doing this and the force behind the persistence…it’s an internal force and self-generated· Have tenacity and persistence…..· Cultivate a Good Sense of Humour….laugh and learn to let go and love life· Get focused with no distraction….· Be goal driven and target orientated attitude· Stay interested and open to your clients…stop being interested in yourself· Be client focused …intent counts more than technique, leave your ego behind and diagnose before prescribe· Go... Dave Sibley Wed, 07 Sep 2011 23:42:58 -0700 http://www.talkselling.com/2011/09/getting-into-the-right-state-attitude-rather-than-a-right-state.html http://feedproxy.google.com/~r/TalkSelling/~3/MYEmGq-frYs/how-bric-innovators-will-defeat-you.html http://www.talkselling.com/2011/08/how-bric-innovators-will-defeat-you.html How BRIC Innovators Will Defeat YouFor reasons yet unclear, BRIC companies and entrepreneurs now consume roughly half my professional time. The Brazilian, Russian, Indian, and Chinese (BRIC) managers I meet are as sharp, credentialed, energetic, and hungry as their Silicon Valley or Rte. 128 counterparts. Sometimes their English is even better. They desperately want to be world-class innovators.These people aren't interested in launching imitations. They're not looking to be even lower-cost suppliers or sub-contractors to a WalMart or HP or JPMorganChase. They want to be valued as much for their ingenuity as for their prices.Consequently, they appear particularly open to... Dave Sibley Sun, 14 Aug 2011 07:03:22 -0700 http://www.talkselling.com/2011/08/how-bric-innovators-will-defeat-you.html http://feedproxy.google.com/~r/TalkSelling/~3/8yzMB-HBfP4/keeping-great-people-with-three-kinds-of-mentors.html http://www.talkselling.com/2011/08/keeping-great-people-with-three-kinds-of-mentors.html http://blogs.hbr.org/tjan/2011/08/keeping-great-people-with-thre.html?referral=00563&cm_mmc=email-_-newsletter-_-daily_alert-_-alert_date Keeping Great People with Three Kinds of MentorsI found this fantastic article on HBR if you connect up it tells you much more, a great read.To attract and retain great people, several things need to coalesce. From the extrinsic reward of a salary to the more nuanced (and more important) intrinsic reward of people feeling that they have a meaningful role, it requires thought and a proactive approach to keep talent once you've got it. One of the most critical elements in retaining great people is effective mentoring. But what does that really mean? The word "mentoring" is too... Dave Sibley Sat, 13 Aug 2011 23:32:57 -0700 http://www.talkselling.com/2011/08/keeping-great-people-with-three-kinds-of-mentors.html