How to be sure of losing a sale – discover the 7 deadly sales sins

Sales-Training-South-WalesSelling is an art form. It’s a clever combination of psychology, marketing, and research.

Get your approach right, and it will be the bedrock of your business.

Get it wrong, and you could find yourself falling foul of the seven deadly sales sins:

  1. Be pushy and go in with the hard sell – You’ll immediately make people want to back away to the nearest exit. This approach smacks of someone who is desperate to meet targets and doesn’t care whether a prospect would benefit from their products or services.
  2. Fail to build strong relationships – We know that most people buy from those they know, like, and trust. Simply knowing who you are won’t hack it. You need to follow up, cultivate relationships, and build that bond. Eventually, they will trust you.
  3. Drop the names of other clients – The process should be all about the potential client. So, dropping the name of other clients could backfire spectacularly. You don’t know if they have a rivalry with that client, if they respect them, or if they see themselves as being very different to that client, with very different needs. For example, a small business may feel that a sales person dropping the names of larger businesses would not see them as a lucrative customer and would not give them the same level of service.
  4. Fail to listen to your prospect – This will ensure you miss the key thing which could make or break the sales process, finding out what your prospect’s problems are and identifying how you could solve them. Most will be up front about their pain points. Talking at them will ensure they don’t get the chance to tell you what they need. The best sales people are excellent listeners. So, stop talking and start listening.
  5. Blind them with jargon – If your approach is full of technical or sales jargon, you’ll create a barrier between you and your potential customer. Using simple, straightforward language will make them feel that you are honest and trustworthy, and that you have knowledge which will be useful to them.
  6. Fail to provide after care – Focusing on the next sale, without providing this client with good after care, will make everything more difficult. Remember – it’s far easier to sell a second time to an existing client than to find a new customer.
  7. Fail to tailor a presentation to their needs – Adopting a one size fits all approach will leave a potential client thinking you simply don’t understand what they need or, worse, you assume they will make a purchase.

You can learn all the techniques you’ll need to avoid the sales sins at our Anchor Success Masterclass at the Park Inn, Cardiff, on February 7, at a special price of £179 for one place or £299 for two.

You’ll also learn much more about the sales process from our experienced founder Bob Kennedy.

Places are limited, so please call Bob on 07918 080749 to book.


Imposter syndrome and why we suffer from it – how NLP can help you overcome it to achieve sales success

NLP-Training-CardiffHave you ever felt like a fraud, even though you know there is a lot of evidence that you’re competent and capable? Do you have the nagging doubt that you’ll be found out somehow?

You’re not alone. One study found that as many as 70% of people feel like this at one time in their lives or another.

The problem is that it can hold them back in all areas of their lives – from relationships and family life to work and business.

What is imposter syndrome?

Clinical psychologists Suzanne A. Imes and Pauline R. Clance came up with the term in 1978.

People suffering from it feel their achievements are down to timing, luck, or convincing other people they are brighter or more competent than they really are.

It’s a syndrome which develops in reaction to events, such as being criticised harshly as a child, and its symptoms include perfectionism, overwork, the fear of failure, and the inability to take praise or compliments.

People suffering from imposter syndrome are known to say “I feel like a fake”, and “I just got lucky”.

Sufferers tend to use hard work as a way of avoiding being ‘found out’, they over-prepare work and can get burned out, and they turn on the charm to gain people’s approval.

They also dwell heavily on negative feedback and mistake they have made. Despite the fact many are high achievers.

It can lead to stress, anxiety, depression, and low self-confidence, and limit people’s achievements because they become afraid to try new things.

What can be done to combat it?

Neuro linguistic programming (NLP) can help people come to recognise they are suffering from these feelings and discover the impact they are having on their lives.

NLP helps you look at your patterns of thinking and your motivations. It helps you detail your mindset and change it.

It gives you the tools to overcome these mental blocks.

Here are some quick things you can do to start the process:

  1. Give yourself accurate written feedback – describe what you achieved and what you did well, what you could improve in the future, and give yourself an overall assessment.
  2. Create your own mantra to combat those negative thoughts – this could be “I’m competent and capable”, “I’m making a difference”, or “I’m good at what I do”.
  3. Ask yourself a daily question – such as “What have I done well today?” or “What have I learned today?”. Make the lessons positive.

How can you beat imposter syndrome to make sales?

If this syndrome is holding you back from making sales, try our Anchor Success Masterclass at the Park Inn, Cardiff, on February 7, at a special price of £179 for one place or £299 for two.

You’ll also learn much more about the sales process from our experienced founder Bob Kennedy.

Places are limited, so please call Bob on 07918 080749 to book.

Intrigued by NLP? Find out more here.


Do you know your USP? How to find it, how to tell its story, and how to make it work for you

Find-Your-USP-Sales-Training-CardiffYou’re unique. No one in the world is exactly like you.

The same can be said of every business. Each is different in some way, and each brings different things to their customers.

So, it’s logical that when it comes to making sales, each business and each person working in a business brings something different to the process.

That’s why discovering what sets you apart from your competitors, what you have that they don’t, is an important starting point.

You need to discover your unique selling proposition (USP).

How can you find your USP?

Years ago, many businesses found their USPs were being the only provider of a product or service in an area.

Those days are gone.

The internet means your potential customers can search for what they want from all over the world. They use search engines like Google and Bing, see recommendations on social media, and have access to online marketplaces such as Amazon and eBay.

The same issues face people making sales. If customers can access hundreds of different sales options online, what makes you different to the hundreds of sales people they may come across?

So, in these confusing times, finding your USP can be a far more difficult process than it was 20 years ago.

You must dig deeper.

You have to decide what you stand for, what your business stands for, and the all-important ‘why’ which is the basis of your business.

Finding that key motivation for why you do what you do gives you a great starting-point.

Ask yourself these key questions:

  • What are my core beliefs?
  • What is at the heart of my brand?
  • Why did I establish my business?
  • What is my story?
  • Who are my core customers?
  • What are their problems – and how do I solve them?

Once you’ve taken some time to think about and answer all your questions, you can ask this last question: How am I different to my competitors?

Without knowing your clients and knowing your ‘why’, any answer to this question may well not reach the depth you need to make an emotional connection with your customers.

Most people make purchasing decisions because of their emotions – from loyalty to a brand or the fear of missing out on something good, to aspiring to have a different sort of lifestyle.

How can you connect with those potential customers?

As children, we’re all hard-wired to learn by story-telling. From fairy tales and nursery rhymes to the stories we are told by our parents and teachers, we’re constantly soaking up information.

So, use that narrative tendency to make that connection.

Tell your story.

Here’s the key trick, though. It may be your story, but as you tell it you must make it all about your customers.

You need to show them you understand their problems and that you answer them.

Use testimonials to reinforce that narrative.

Tell a compelling story about your USP, and you’ll start to make potential clients feel you understand them.

How can you make this process work for you?

You can learn all the techniques you’ll need to identify your USP and use it in your sales at our Anchor Success Masterclass at the Park Inn, Cardiff, on February 7, at a special price of £179 for one place or £299 for two.

You’ll also learn much more about the sales process from our experienced founder Bob Kennedy.

Places are limited, so please call Bob on 07918 080749 to book.