Blog Archives

The Tough Market Sales Strategy

Have you noticed how financial recessions have a strange regularity – a bit like waves hitting a beach? If you’ve ever spent an hour or two during a summer holiday, standing waist-high in the sea, on a day when the

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Why Being “Sold To” is Like ….. Waiting for an Operation

So there I was, sitting nervously with a small overnight bag, lovingly packed by my kids, as they waved me off, staring out of the window from the passenger seat, hoping that children couldn’t smell the fear of a grown

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The 3 People I Will Never Work With

If you’re involved in any kind of new business development or sales, then I would always recommend that you spend some time working out the profile of your Perfect Prospect. Trouble is, it takes a lot more effort than most

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New Year’s Resolution? You Need a Bit of 80’s Rock

If you want to really make a difference over the next 12 months, I reckon there’s only one New Year’s Resolution you’ll ever really need. According to Time Magazine, the top 10 most popular (and most broken) New Year’s Resolutions

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The Salesman Who Couldn’t See What Was Inside the Empty Christmas Box

A successful businessman recently told me that he thought far too many of his salespeople were approaching prospects with a ready-made set of expectations, beliefs and paradigms – and that even the most experienced were missing out on new business

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Would Your Customers Offer You a Job?

Here’s an interesting way for you to set the bar professionally. Just imagine the unthinkable happens tomorrow – and you’re current employer just collapses, got sold, or decides to make 50% of the sales team redundant, including – (clearly) unjustifiably

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How Much Would You Pay for a £20 Note?

Actually let me turn that question round; How much would you sell me a brand new £20 note for? I’m not going crazy – hear me out – this might be one of the most important nuggets of sales sense

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4 Steps to a Sales Team You Can Be Proud Of

Are you truly proud of the way your sales team go about their work and the results they deliver for the company? How about the way they treat your customers – their standards with regards to ethics, professionalism and personal attitude? Are

Posted in Focus, Sales Management, Sales Team Culture Tagged with: , , , , , , , , , ,

Why Don’t Sales People Show a Little More Initiative?

On a fairly regular basis, sales managers and business owners tell me that what they really need is a sales team that’s much more entrepreneurial – they desperately want their salespeople to show a little more initiative towards their problems and opportunities. One

Posted in Accountability, Education, Focus, Motivation, Sales Management, Sales Skills, Sales Success Tagged with: , , , , , , , , , ,

5 Reasons Why Selling is Like …. Being a Boxer

About 10 years ago I started working with Glenn, a personal fitness trainer. Glenn was a thirty something ex-army, boxing champion who did a bit of modelling as a side-line, allegedly just missed out on being an original member of

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