Grant Stanley Consulting

Sales leaders are obsessed with closing. Even movies elevate closing to a mythical status. We’ve all heard the line, and maybe even implored our salespeople to, “Always be closing” (Alec Baldwin in “Glengarry Glen Ross”). The “State of Inbound 2018” report, which compiled the responses of more than 6,200 leaders from around the world, identified “closing more deals” as the No. 1 priority of sales leaders. Nothing else was even close! It’s no wonder that everyone would like a quick fix. Google the term “sales closing” and you will find: “How To Close A Sale: 7 Closing Techniques And Why They Work”, “20 Modern Sales Closing Techniques That Will Help You Win More Sales” and a host of other closing miracles. However, despite all the fanfare, focusing on closing alone does not work. Here is why. The data from nearly 2 million evaluations and assessments of salespeople conducted by Objective Management Group, shows that fewer than 6 percent of all salespeople are stron...

A powerful way to develop creative solutions is with storytelling.  Today companies are looking for ways to solve problems using creative processes. Creative storytelling offers significant benefits to every company. This process is not only much more rewarding for everyone involved , it actually produces more innovative and longer lasting results.   Here are just a few of the reasons why storytelling can help your company to develop collaborative solutions that deliver a genuine return on investment. Creativity and Ideas Generation Creative thinking in business yields measurable results. A culture of creativity within an organisation fosters idea generation and nurtures innovation. A co-creation process involves more people, which in turn generates more ideas. These people can include employees, customers and the wider community. Ideas that are developed within this group inform the story behind your business and your brand. Make use of the experiences of these pe...

All great leaders communicate with maximum impact and regularly get their people (either physically or virtually) to give them direction, keep them informed, inspire them, motivate them and engage them to commit to achieving success at both the individual and team level. Competent sales people typically have fast minds. They like a mental challenge, they enjoy new ways of looking at the world and they are activists. They are also extroverts, they want to be entertained, they want to be successful and they want recognition for their success. All of these attributes mean that being successful at leading a sales force can be a real challenge and requires an ability to use every communication to inspire and motivate their people to step up to the challenge, at both the individual and team level. This means that great sales leaders need to be great communicators. They need to ensure that all of their communications are ‘high impact’. A critical element of any leader’s tool-kit is the ...

Once upon a time, there was a kingdom ruled by a pretty good king. And, through this kingdom, there was a road. And, on this road, there was a big rock right in the middle of the road. One of the king's embassadors returning from a trip complained about how the kingdom was going to pot and rode his horse around the rock. A rich merchant came by and complained about the delay as his driver slowly edged around the rock and hurried on. A countess in her carriage whined that the king should take better care of the road system. Many other people came by and went around the rock throughout the day. Then, a poor peasant came by carrying a large load of vegetables he hoped to sell in the market. When he approached the rock, he set down his burden. He pushed and pulled at the rock until he finally got it moved to the side of the road. Where the rock had been was a leather purse. The peasant opened it and saw many gold coins and a note. The note read, "These coins are ...