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	<title>Jonathan Farrington&#039;s Blog</title>
	<link>http://www.thejfblogit.co.uk</link>
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		<title>The Creation of an Objection</title>
		<description><![CDATA[&#160; “You attract to you the predominant thoughts that you’re holding in your awareness, whether those thoughts are conscious or unconscious.” Michael Bernard Beckwith Before attempting to handle any type of objection I believe that it is important to begin by looking at the beliefs that sales people are holding in their minds. If they are focusing on [...]]]></description>
		<link>http://www.thejfblogit.co.uk/2012/02/08/the-creation-of-an-objection-2/</link>
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		<title>The Power of Responsibility</title>
		<description><![CDATA[Let’s be very clear, responsibility cannot be given – it can only be taken; therefore a sales leader can only give sales people the opportunity to take responsibility for their work demands. High performing sales teams require clear objectives so they know exactly what they must do and why; good communication and trust so that [...]]]></description>
		<link>http://www.thejfblogit.co.uk/2012/02/07/the-power-of-responsibility-3/</link>
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		<title>“Consultative Selling is dead!” – Oh no it isn’t!</title>
		<description><![CDATA[There are those who would suggest that “consultative selling” or its successor “collaborative selling” is dead. This is simply not true. In fact it (they) are about to enjoy something of a renaissance. Let me explain … If, as some “commentators” (including me) are predicting, that around 90% of external sales roles are going to [...]]]></description>
		<link>http://www.thejfblogit.co.uk/2012/02/06/%e2%80%9cconsultative-selling-is-dead%e2%80%9d-%e2%80%93-oh-no-it-isn%e2%80%99t/</link>
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		<title>The Perils of Sharing Your Vision&#8230;</title>
		<description><![CDATA[“My interest is in the future because I am going to spend the rest of my life there” Charles F. Kettering. That quotation very accurately sums up my commitment to looking out and predicting what I believe is going to take place within the sales space over the next three to five years: I have [...]]]></description>
		<link>http://www.thejfblogit.co.uk/2012/02/03/the-perils-of-sharing-your-vision/</link>
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		<title>Becoming a Sales Superstar: The Challenge of Change</title>
		<description><![CDATA[I am right in the middle of a new blog post, which should be ready tomorrow. You know that feeling when you think you have something important to say, and you are determined to articulate it comprehensively? The main objective of the post is to challenge something my good chum and learned colleague Paul McCord wrote [...]]]></description>
		<link>http://www.thejfblogit.co.uk/2012/02/02/becoming-a-sales-superstar-the-challenge-of-change/</link>
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		<title>Superior Customer Service &#8211; Why Bother?</title>
		<description><![CDATA[&#160; “Why should I be nice to someone who slags me off?” says one of your people. Well, that’s not an unreasonable question. Let’s try to understand the psychology of people who grumble – or worse, complain. Believe it or not, complaining for most people - apart from the psychotic few - is a very stressful thing [...]]]></description>
		<link>http://www.thejfblogit.co.uk/2012/02/01/superior-customer-service-why-bother/</link>
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		<title>Generating Trust Is an Essential Leadership Responsibility</title>
		<description><![CDATA[&#160; A very good friend and ex-client of mine runs a highly successful information technology service in the South of England and his private-sector customers include many Times Top 100 companies. We often exchange opinions and I recently asked his views on leadership, because I have always been impressed with his commitment to &#8220;people development&#8221; [...]]]></description>
		<link>http://www.thejfblogit.co.uk/2012/01/31/generating-trust-is-an-essential-leadership-responsibility/</link>
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		<title>So, Just How Good Are You/Your Sales Team When Benchmarked Against the Best?</title>
		<description><![CDATA[&#160; I first became seriously interested in objective sales team assessments in 1993 when I created my own consultancy. Up until that point, I had used various psychometric tests for recruitment purposes, and they were useful, but somehow, they always left me wanting more. In fact a couple of years ago, I wrote an article called [...]]]></description>
		<link>http://www.thejfblogit.co.uk/2012/01/30/so-just-how-good-are-youyour-sales-team-when-benchmarked-against-the-best/</link>
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		<title>Now available &#8211; Smartr Contacts for iPhone by Xobni</title>
		<description><![CDATA[Regular visitors here will know that over the past couple of weeks, I have been talking to some great fellow thought leaders and I am really enthused about all that is in store for 2012 &#8211; and the years to come! But today, I have some exciting news that you don&#8217;t have to wait for .. I am [...]]]></description>
		<link>http://www.thejfblogit.co.uk/2012/01/28/now-available-smartr-contacts-for-iphone-by-xobni/</link>
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		<title>Professional Selling &#8211; Will it Soon be the Survival of the Fittest?</title>
		<description><![CDATA[&#160; In recent weeks, I have been discussing the future of professional selling, and amongst other predictions, I have suggested that in my humble view, within five years, just 5% of external salespeople will remain. It will therefore come as no surprise that I have received a number of emails asking if I will clarify [...]]]></description>
		<link>http://www.thejfblogit.co.uk/2012/01/27/professional-selling-will-it-soon-be-the-survival-of-the-fittest/</link>
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