Tools of Influence – Part 2

Posted by & filed under Sales Effectiveness.

In our last blog we introduced you to the first three tools of influence. Based on over 35 years’ worth of evidence based research, and culminating in @Robert Cialdini’s work on the six universal principles of persuasion, our experience tells us that application of these principles is likely to elevate those working in business development… Read more »

Tools of Influence – Part 1

Posted by & filed under Sales Effectiveness.

In our previous blog we highlighted the differences between true salespeople and order takers, the latter being almost exclusively led by existing customer demand for their offerings, the former using their skills of influence to create or further build that demand. We proposed that it’s becoming increasingly tough to thrive in a pure order taking… Read more »

Salesperson or Order Taker?

Posted by & filed under Sales Effectiveness.

Over the years that we’ve had the privilege of working with sales teams across the world, it’s often struck me that many of the ‘salespeople’ we’ve worked with aren’t actually selling at all. Though their role titles may tell us differently, a significant chunk of this group could more accurately be described as ‘order takers’…. Read more »

How successful was your year? Looking in the Rear View Mirror…

Posted by & filed under Mindset.

As another year draws to a close, many people will naturally find themselves entering introspection mode. In years gone by, this may have ordinarily only been something practiced by established high performers. However, given the current popularity of mindfulness, self-awareness and general personal growth. I’d hazard a guess that more people then ever before are… Read more »

12 Principles of Personal Leadership – Part 3

Posted by & filed under Leadership.

In my previous 2 blogs, I set out to offer some thoughts to those entering the workforce or those responsible for developing more junior members of their teams. In actual fact, anyone can benefit from being reminded of these key principles. You can even use them to help your children develop core skills that will… Read more »

12 Principles of Personal Leadership – Part 1

Posted by & filed under Leadership.

With new generations entering the workplace around this time of year, it got me thinking. Truth be told, I was actually thinking about my own kids. In a world post #MeToo, #LeanIn and #BanBossy (amongst other campaigns), the focus on opening up leadership programmes to a broader, more diverse and inclusive audience is very much… Read more »

Building Trust – Part 2

Posted by & filed under Building Trust, Mindset.

In our previous blog, we introduced the concept of building trust in working relationships. We mentioned that that there are four elements which, according to the research that sits behind The Trusted Advisor, contribute to forming the Trust Equation. Last time we posted we positioned the first two factors – Credibility and Reliability. This month… Read more »

Building Trust – Part 1

Posted by & filed under Building Trust, Mindset.

A little while back I was invited to speak at a networking event for Property Professionals. Having accepted the invite, I was then left with the small matter of deciding what to talk about. These were property professionals in the broadest sense – a melting pot of investors, surveyors, agents, lawyers, and finance brokers. What… Read more »

The Power of Persuasion

Posted by & filed under Leadership.

If you view the world from the perspective of those you are attempting to influence, you are far more likely to succeed.   The ability to effectively influence others has long been recognised as a key attribute of successful workplace leaders. Indeed, in a recent survey conducted across the Chartered Quality Institute’s Next Generation Network,… Read more »

Feedback – A Gift or a Slap in The Face?

Posted by & filed under Leadership.

A couple of weeks ago I ran a session for some senior leaders on Delivering Effective Feedback. At the start of the session I mentioned that feedback is a topic that both excites and frustrates me in equal measure.   Exciting? When feedback is delivered well i.e. at the appropriate time and in the appropriate… Read more »

You are How You Sell (not What you Sell)…

Posted by & filed under Sales Effectiveness.

Over the past fifty years, much thought and effort has gone into analysing and improving sales performance.  Of the thousands of books, academic courses and training workshops translated into multiple languages, no page has gone unturned.  Organisations across the world embrace each new sales methodology like the latest diet craze.  We listen in earnest to… Read more »

Another Year Over…..and a New One Just Begun

Posted by & filed under Mindset.

They say it’s a sign of getting older, but I just don’t know where the past year has gone.  It seems like only five minutes ago that we were planning for 2017.  Blink, and yet another twelve months have passed.  We at Flame sincerely hope that 2017 has brought all you hoped, and that you’re… Read more »

What’s The Magic Formula?

Posted by & filed under Embedding Change.

I’m often asked what it takes to drive a successful learning and development intervention – to embed behavioural change over the long term. I’m sure most of us can easily cite examples of training workshops we’ve attended, which in the moment felt like time well spent. We probably left with some clear actions, confident that… Read more »

Goal Setting: Performance Over Outcome

Posted by & filed under Leadership.

In a previous blog I extolled the virtues of ‘Controlling The Controllables’, an approach adopted by high performers who invest time and effort focusing only on the things they believe they can truly influence. Just this week I was facilitating a goal setting session for a group of managers. Now I don’t know many people… Read more »

Holding Up The Mirror

Posted by & filed under Leadership.

Some of the most rewarding sessions I’ve facilitated are the ones where I leave with a new perspective on things. Just last week I was helping a team to develop their consultative selling skills. Nothing particularly ground-breaking in that, nor in the activity they completed where I asked them to review their sales competencies, self-assessing… Read more »

Control The Controllables!

Posted by & filed under Mindset.

To keep myself sane I go for a run three times a week. Recently I’ve started to take my phone with me – listening to music or the radio helps the time pass a little more quickly. A few weeks ago I tuned in to a sports radio talk show where the presenter was interviewing… Read more »