Blog Archives

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

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

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

Posted in Price Objections 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

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

How to Personalise Your Email Campaigns

If you are anonymously trying to reach your customers on mass with the wonders of e-mail and mailing lists, do me a favour and leave me out. I know you’re only doing your best; you’ve just been thrown into an

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

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 New Year Message to Salespeople

May the charlatans and half-jobs never darken your door – but may the knowledge that they exist, drive you to reach every customer an hour before the dishonest ever get a chance to call. May you wake every morning eager

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

2 Christmas Sales Stories – Prospects, Perceptions & Paradigms

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

Posted in Christmas 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: , , , , ,

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: , , , , , , ,