Blog Archives

Stop Trying to Sell to THAT Customer (and Help THIS One Instead)

I received quite a lot of feedback and comments with regards to my last post – These People Will Never Be Your Customers – telling me how I was wrong to use the word “never”, and that only failures wouldn’t try

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

How to Get a Bit “Blue Whale” About Business Development

Did you know that a blue whale needs to eat millions of  krill a day just to survive – millions of them, more than 3,000kg in weight – just to survive. On top of that, the amount of energy required for that 98

Posted in Sales Prospecting 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: , , , , , ,

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: , , , , , ,