All posts relating to handling patients in consultations, at appointment or during face-to-face sales interactions (not case studies)

The future of training: Get ready to enter the holodeck

The future of training: Get ready to enter the holodeck In my last post I shared how we are using available technology in our training today to cross barriers of distance, time and language. What if we could cross even bigger barriers? What if it [...]

2018-05-30T08:10:19+01:00By |Categories: Step 2: Converting more calls, Step 3: Closing first appointments|Comments Off on The future of training: Get ready to enter the holodeck

Calming yourself in stressful situations like objections

Calming yourself in stressful situations like objections You have a better chance of successfully overcoming objections if you stay calm and relaxed when encountering them. The steps involved in overcoming objections are not difficult to remember or execute, but any system or protocol will escape [...]

Recognising anxiety when facing stressful situations like objections

Recognising anxiety when facing stressful situations like objections Your heart rate increases. Your breathing gets faster. You feel and see your skin flush, as a result of a 300-400% increased blood flow priming the muscles, lungs, and brain to respond to additional demands. You feel [...]

2018-05-30T08:11:05+01:00By |Categories: Step 2: Converting more calls, Step 3: Closing first appointments|Tags: , , |Comments Off on Recognising anxiety when facing stressful situations like objections

Rewarding yourself for acting – often and repeatedly

Rewarding yourself for acting - often and repeatedly Limiting thoughts, beliefs and feelings can be paralysing. I know, I’ve experienced many, and have seen my productivity and outcomes temporarily plummet as a result. As I wrote before, while we can acknowledge that fears and negativity [...]

2018-05-30T08:10:50+01:00By |Categories: Step 2: Converting more calls, Step 3: Closing first appointments|Comments Off on Rewarding yourself for acting – often and repeatedly

The confirmation bias and resistance to selling

The confirmation bias and resistance to selling In this series of five posts, we explored the manifestations of cognitive dissonance and how I feel it results in a self-fulfilling prophecy: a vast disparity between what we think sales people do, and what they really do [...]

Cultural Differences in Body Language and Universal Facial Expressions

Cultural Differences in Body Language and Universal Facial Expressions Cultural differences in interpersonal skills have long been recognised as essential to maintaining effective communication, within both the political and the global business worlds. The late Edward T. Hall, a renowned social anthropologist, believed that more [...]

2018-05-30T08:11:37+01:00By |Categories: Step 3: Closing first appointments|Comments Off on Cultural Differences in Body Language and Universal Facial Expressions

Are Sales Bonuses Really as Motivating as You Might Think?

Are Sales Bonuses Really as Motivating as You Might Think? A client that is planning to expand their call handling team asked me about the right balance of remuneration for new starters. How much of a sales person’s package should be base, and how much [...]

The Important Role of Courage in Developing the Hidden Sales Leaders in Your Organisation

The Important Role of Courage in Developing the Hidden Sales Leaders in Your Organisation There are sales leaders everywhere in your organisation at every level. Often you can’t see them. Many of them are bogged down by their own thinking. In "It’s Not About the [...]

Why it’s critical for team members to show leadership from the beginning of every sales interaction

Why it's critical for team member to show leadership from the beginning of every sales interaction The sales process can be compared in many ways to a guided hiking trip. In this analogy, the salesperson is the guide and therefore must show leadership from the [...]

Do You Call Your Clients Customers, Guests or Patients?

Do You Call Your Clients Customers, Guests or Patients? Words are more than just representation of how we think. They also shape how we think. I was delivering training last week and one of the managers noticed that I used the word “guest” when describing [...]