Blog Archives

5 Paths to Hitting this Year’s Sales Target

If you’re sales targets for next year are looking steeper than the north face of The Eiger – worry not my friend. There are 5 business principals below that might very well hold the alchemy that will catapult you towards

Posted in Focus, Sales Management, Sales Skills, Sales Success Tagged with: , , , , , , , ,

A Business Fairy Tale – The Procrastination of the Sales King

Once upon a time there was a Sales King who had two beautiful daughters who gave him great joy: Prospect and Customa. Great fortunes were spent on them and many songs were sung. One night they were put to bed,

Posted in Christmas, Sales Skills, Sales Success Tagged with: , , , , , , , , ,

Sales Prospecting: Do or Do Not – There is No Try

When it comes to sales prospecting, I’m regularly asked to coach teams who have fallen into the lazy habit of rattling off a few of the lines below; so this week I’m going to share with you the download I’d

Posted in Sales Prospecting, Sales Skills, Sales Success Tagged with: , , , , ,

How to Bridge the Commitment Gap and Close More Deals

During the first morning of our training workshops a large percentage of delegates regularly remark; “I just want to get better at closing – that’s all I really need. If I could close more sales, everything else would fall into

Posted in Closing Techniques, Sales Prospecting, Sales Skills, Sales Success, Sales Training Tagged with: , , , , , ,

Trade Fair Nightmares? How to Become Best in Show

Hurray – it’s that time of year again when the sales team all hide behind unnaturally tall tables, while desperately trying to appear professional in their (ill-fitting) branded polo shirts, stylishly matched with their business suit trousers. Yes – it’s trade shows

Posted in Questioning Skills, Sales Skills, Sales Training Tagged with: , , , , , , , , ,

What’s the Best Way to Close a Sale?

Are there any really bad songs that you choose to listen to – over and over again – from start to finish – just because you like the way they end? I know it’s an odd question, but every time I’m asked what my favourite

Posted in Closing Techniques, Negoatiation Techniques, Sales Skills, Sales Training Tagged with: , , , , , , ,

LinkedIn Crashes – How Do You Sell When LinkedIn is Down?

Today LinkedIn went down for many of it’s European users – including the UK – although it appears to be working normally in the United States. A company spokesman said; “We are aware that some members have difficulties accessing our site. We are working hard

Posted in Customer Attraction, Sales Prospecting, Sales Skills, Social Media Tagged with: , , , , , ,

Do We Still Need Salespeople?

Well Do We? Do We Really Still Need Salespeople? These days, you don’t have to look very far to find an article, video or book where someone is telling us that selling is no longer relevant to modern day business.  Cold calling

Posted in Sales Skills, Sales Team Culture, Sales Training Tagged with: , , , , , ,

How to Find Out What Your Customers Think

If you’ve participated in any form of group sales training with me over recent years, you will almost certainly have played The House Game.  Essentially, everyone pairs up and then sits back to back. One of the pair has a blank

Posted in Questioning Skills, Sales Skills, Sales Training Tagged with: , , , , , ,

What’s the Difference Between Selling & Negotiating?

If you’re job involves some element of business to business sales interaction, it may also involve some level of negotiation. Many salespeople aren’t natural negotiators – that’s not necessarily a bad thing or a lost cause – it’s just that the personality traits demonstrated by

Posted in Negoatiation Techniques, Sales Skills, Sales Training Tagged with: , , , , , ,