Blog Archives

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: , , , , , , ,

How to Make Every Customer Call Effective & Meaningful

There can often be some confusion with regards to what qualifies as an effective sales call. They can be mistaken for promotional, marketing or service calls – which, when required, can be incredibly useful – but tend to have completely

Posted in Sales Training Tagged with: , , , ,

Salespeople – Are You Really Worth Your Wages?

There are 5 questions below, which if you answer honestly, will give some indication on what effect you genuinely have on your own sales figures. To my mind there are far too many people out there, earning the well-deserved wages

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

The Main Reason Sales Training Works Brilliantly – or Simply Crashes & Burns

Marketing guru Perry Marshall tells a great story regarding the reasons why the Wright Brothers succeeded in getting off the ground, while so many others came crashing down to earth. You see, the reason that Orville and Wilbur Wright were the

Posted in Sales Training 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: , , , , , ,

Ice Breakers to Improve Cold Calling Success

If you REALLY enjoy cold calling and never have any problems picking up the phone or getting through to the right person every time, then this one isn’t for you. However, if you want a couple of pointers to improve

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