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Jonathan Farrington's Articles in Sales Success

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  • The Power Of Inspirational Leadership
    The best leaders promote a culture where their people value themselves, each other, the company and the customers. Everyone understands how their work makes a difference. This helps to build a commitment to higher standards where everybody is always looking to do things better
  • Successful Companies Take A Structured Approach To Sales Team Development
    Not enough companies have learned how to employ sales training as a strategic tool. Those that have are leaders in their industries, offering their shareholders maximum return on investment, are able to quickly adapt to changing market conditions, are respected by their customers, and provide consistent sales performance.
  • Recognising The Presence Of Self-Limiting Beliefs
    Most Sales Directors grasp the concept of activity management, skills development and knowledge development. Intuitively, Sales Directors also understand the vital importance of the right mindset. Yet far too many feel powerless to help their salespeople turn their negative beliefs into positive ones.
  • How To Relate To And Influence The Four Personality Styles
    Sometimes we get on instantly with other people, occasionally there’s a clash. Changing your behaviour to suit different people is perfectly normal. It doesn’t change you as an individual, nor is it manipulative.
  • How To Overcome Self-Limiting Beliefs
    The organisation with the ability to overcome the variety of mental models living in the minds of their workforce will be the organisation that wins in the future.
  • How To Develop Rapport And Influence People
    Rapport is the most important process in influencing others. It is vital if you want to maintain relationships. Without it, you are unlikely to achieve willing agreement to what you want. People who have excellent rapport with others create harmonious relationships based on trust and understanding of mutual needs.
  • How To Develop A First Class Sales Team
    For a group of people to remain consciously competent at optimum performance levels, they require frequent injections of stimulation, motivational guidance, prompting and directing, otherwise they can easily lapse into becoming unconsciously competent or worse, unconsciously incompetent.
  • How To Create An Achievable Plan For Next Year
    It is that time of year when we should be focusing on what we want to achieve next year. Having said that, most people and I would estimate 80%, because Pareto’s principle is always pretty accurate, will not set objectives and in failing to plan will in effect, be planning to fail.
  • Are You Prepared To Leave Your Comfort Zone?
    Generally, successful people expect to be successful and as a consequence, they usually are. They are driven by a have to attitude not a want to attitude. If you are going to climb out of your comfort zone, you must deep down feel that you have to.
  • A New Type Of Sales Approach For A New Type Of Customer
    The traditional customer call once seemed indispensable to the selling process; the time and expense involved were just a basic cost of doing business. In recent years, however, the business community has come to regard the sales call as an expenditure for which there are substitutes. For many companies telemarketing and direct mail have made the sales call a choice not an inevitability.
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