Blog Archives

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: , , , , , , , , ,

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

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How to Engage Effectively With Potential Customers

Do you know why so many sales people fail to engage with potential customers and end up missing out on so much business? Let me share something with you that completely changed the way I sold things – and has

Posted in Closing Techniques, Customer Service, Questioning Skills, Sales Skills, Sales Training Tagged with: , , , , , , ,

Questions that Help Prospects Flood You with Useful Information

Free downloads always go down quite well on these posts – so today I’ve included an absolute cracker. As sales professionals we’re supposed to be fabulous at asking great questions, finding out what customers really want – but unfortunately my

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