Managing Director of Sandler Training London Central; Speaker, trainer and consultant, focusing on sales, client acquisition and leadership
Lisette Howlett is a London-based Sales trainer and consultant specialising in working with 'reluctant sales people'. Why reluctant? Well we didn't all grow up wanting to be in Sales and today 1 in 10 people are currently working in Sales and that doesn't even included non-sales selling like pitching, negotiating, managing a team or getting sign-off from your boss.
From business strategy and planning, to positioning and prospecting, to client acquisition and selling, to retention and referrals. Lisette covers it all with a unique personal and professional development system that looks at Attitude, Behaviour and Technique. Attitude: What do I believe? How can I persuade/motivate/move myself and others? Behaviour: What at the things I need to do and habits I need to adopt for a successful professional life? Technique: What winning tactics will help me achieve the things I want in my professional and personal life? What skills do I need to develop for success?
In the past 10 years I've coached hundreds of reluctant sales people on how to get your ideas accepted, win better contracts, have more fun, and make more money. When it comes to selling yourself and what you do and what you're worth here's my top tips to go from reluctant to successful.
Often we fail at something, like a New Year's resolution, because really we are holding on to something - a behaviour, a mind set, an approach that no longer works for you. Here's a new approach to change to make sure you achieve your goals this year.
One of the reasons networking is the new business activity most people prefer is because it does not feel salesy. You meet people, get to know what they do and then - over time and when you've built trust - set meetings and share contacts.
We hear time and again how essential creative thinking is to business success. But it's often an elusive concept in the corporate environment - especially if you've trained in 'non-creative' skills like professional services.
In a typical sales meeting or pitch scenario you answer every question, try and dazzle the prospect with your expertise, and may even give away free consulting - all because you're worried that if you don't you'll look stupid. But here's the amazing thing - 'dummies' sell more. Why?
Do you love your profession, believe passionately in your product or service, but hate having to sell it? Did you qualify as a professional; develop your skills and expertise, only to discover that professional expertise is no longer enough, now you have to actually acquire clients? If so, you are probably what I call a reluctant sales person.
01/07/2013 16:19 BST
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