Alan Morton

Achieving sales success is never just about one factor. Many organisations rely on assessments that only test what a candidate knows. However, genuine performance relies on three essential elements: skills, psychology, and behaviours. Our newest article explores why every recruitment or development strategy must address all three, and how this comprehensive approach forecasts real-world outcomes far more effectively than skills tests alone. What’s your perspective? Have you noticed shortcomings when assessments focus on just a single aspect? Read the article: https://lnkd.in/eiXhi-c8 #salesassessments #salesenablement #salesleadership

5

The pursuit of ROI on Training Investment can be an elusive task However, this Blog from KnowledgeCity is worth checking out .... https://lnkd.in/eVNfZE6a Overview: - Examples of valuable returns from training: - - Sales training that increases revenue - Leadership programs that reduce turnover - Compliance training that avoids legal penalties - Customer service training that improves satisfaction scores - Technical training that reduces downtime or errors The ROI Formula - ROI (%) Total Benefits minus Total Costs divided by Total Costs x 100. In short - £1000 spend delivers £1400 back in value But it's vital to factor in the hidden savings/extra margins when analysing how a bespoke Training provision creates tangible improvements on processes; disciplines; boosted confidence & motivation with increased commitment; greater positive influences on customers and retention of talent If you are putting a strategy together and/or planning your 2026 Training for Leadership and Team members' development - it would be a really good time investment to read the KnowledgeCity Blog and get in touch for an exploratory chat - info@dicksontraining.com

7

After such incredible feedback from the last one… we go again! The dream team! The girls at Fireheart Digital, Stacey Whitney and Stephanie Houghton-Johns , and I are back for another Sales & Marketing Training Day. And there’s a reason we keep bringing these two areas together. Marketing can create the opportunity, but what happens next determines whether it turns into business. That’s exactly what we’ll be tackling on the day. From generating the right opportunities, through to better conversations, stronger follow-up and ultimately converting more of those opportunities into customers. No sitting through hours of theory. Just practical ideas, real examples and actions you can take straight back into your business. 📅 Thursday 8 October 📍 The Base, Warrington ⏰ 10am – 4pm If you’re a business owner, salesperson or marketer and you know there are opportunities slipping through the cracks, this one is for you. See the original post below for all the details and booking link 👇 #SalesTraining #Marketing #SalesAndMarketing #BusinessGrowth #Warrington

6

Day 42 of 90 – Selling Isn’t Telling. There’s an old saying: We have two ears and one mouth for a reason. I once asked Sir Graham Kirkham, founder of DFS, what he believed was the single most important skill of a salesperson. His answer came without hesitation: Listening. Yet walk around plenty of furniture stores and you’ll hear salespeople doing the exact opposite. Customer sits on a sofa… And off we go. “This one’s hardwood framed…” “It comes in 47 fabrics…” “You can have fixed or reclining…” “There’s a matching chair…” “It’s available in leather…” “And we’ve got another one over here…” Stop. Selling isn’t telling. Before you start telling somebody everything you know about a product, find out what they actually need to know. “What’s the project?” “We’re replacing our old suite. We need something supportive because the one we’ve got is far too low.” Now we’ve learned something. “What do you mean by supportive?” “Higher back mainly. And I struggle getting out of ours.” Now we’re getting somewhere. “And what combination are you thinking of?” “Probably a three-seater and two chairs.” Perfect. Now you can recommend rather than recite. “In that case, let me show you this one. It’s higher-backed, the seat height will make it easier to get out of, and it comes in the combination you’re looking for.” That’s selling. The book puts it simply: Ask before you advise. The moment you stop telling and start learning, customers feel understood. Adam Hankinson, Selling Furniture_2R.pdf And listening doesn’t mean standing there waiting for your turn to speak. Listen to the words they use. Want. Need. Like. Love. Replay them. Confirm them. Then link your recommendation directly back to what they’ve told you. Adam Hankinson, Selling Furniture_2R.pdf You don’t need to demonstrate your product knowledge by unloading all of it onto the customer. Great product knowledge means knowing which 10% is relevant to the person standing in front of you. Try it today. Before giving your next piece of product information, ask yourself: “What have they told me that makes this relevant?” If you don’t know… Ask another question. Selling isn’t telling. It’s asking, listening, understanding and then recommending. #FurnitureRetail #FurnitureSales #SalesTraining #RetailSales #SalesSkills #ActiveListening #SalesPsychology #CustomerExperience #SalesCoaching #RetailLeadership #FurnitureStore #FurnitureIndustry #FurnitureSalesAcademy #FurnitureSalesSolutions #MoreSalesGuaranteed

4