How can you talk yourself into the sale?

Assumptions, beliefs and past experiences are going to shape how we think about the sales process and the customer. Added to that, we also have to deal with pressure from targets and our managers.This will all condition how you behave during the sales process.

In our latest podcast, Ricky and Rob first discuss the reasons why we typically talk ourselves OUT of the sale, before looking at ways of talking ourselves INTO it.

Reasons we might use to talk ourselves out of the sale include making assumptions that our competitors are better than we are, that we don’t understand this product fully, that the customer doesn’t want what we are selling. We’ll second-guess how the customer’s going to react and what they’re going to say. We’ll ask ourselves: Why do they want what I’m selling, and why do they want it from me? Am I good enough? Is my product or service good enough?

So, how can you turn that around and to talk yourself INTO a sale?

Firstly, focus on all the great things you do, the great experiences you’ve had in the past, and the wins. Play over the narrative that was in your mind when you did well in that call, sales meeting or sales follow-up.

Get other people involved, if possible. Reflect on a sales meeting with a colleague or sales manager, look at the successful elements that you can draw upon and learn from. For the less successful parts, think what you might do differently next time.

Be self-aware. You will only improve if you can reflect and learn from what you do. Nurture a growth mindset in yourself. Ask: What can I learn from this?

Finally, during that next sale, don’t get caught up in the moment and the pressure of needing to deliver targets or win a new customer. What you actually want is to get the right outcome for the customer rather than selling for selling’s sake. Just focus on building a great relationship, understanding your customer and what they need, and then positioning your product for them.

We got a Bronze at the Learning Awards!

Thinking Focus directors Ricky and Rob had a fantastic evening at the Learning Awards 2019, and were over the moon to pick up a Bronze award in the Start-Up Learning Provider of the Year category!

We are so proud to have been recognised alongside some of the very best L&D practitioners in the UK. Ed Monk, the CEO of the Learning Performance Institute, which runs the awards, said they’d received over 800 entries in total – so just to get to the shortlist means we were in the top 10 per cent!

Well done to all the finalists, and we would particularly like to congratulate VirtualSpeech, who won our category, and LearnBox, who scooped the Silver award.

Learning Awards
Before the ceremony

Ricky said: “To have been nominated in such a competitive category is great recognition for what we have achieved in such a short space of time. We have a solid platform on which to build and grow our business in the future, so look out for new products and development soon.

“In less than three years, we have won 50 new clients, worked on assignments in 13 countries and across 28 sectors, and worked with well over 2,000 people. We’ve grown our team, produced a book and created a new L&D resource, the gamified learning product for managers called What Would You Do?, and a step-by-step process blueprint for developing team, department or organisational strategy – known as the ‘Strategy Wall’.”

Learning Awards
We invited two of our valued clients to enjoy the ceremony with us

The Learning Awards recognises and celebrates outstanding examples of high standards, best practice, innovation and excellence in the corporate L&D sphere. The glittering awards ceremony on February 7th took place at the prestigious Dorchester Hotel in London’s Park Lane and was attended by around 400 guests representing organisations from across the world.

Host for the evening, BBC star Claudia Winkleman, introduced the Start-Up category by saying: “This award is for organisations under three years old who have already made a significant impact on the sector. So you truly are amazing to be in this group.”

Ricky said: “Being shortlisted for this award has given us a great start to a year in which we’ll be developing our business further and rolling out What Would You Do? and the Strategy Wall. All of which ultimately leads to what, for us, is the biggest buzz of all: seeing the impact of our work and hearing our clients report fantastic results.”

He added: “Thank you to all those who have helped, inspired and supported us: We couldn’t have done it without you.”

Learning Awards trophy