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 …
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 …
What’s the Difference Between Selling & Negotiating? Read more »
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 …
Most of the time when we’re invited in to train internal telesales teams, the problems that are holding them back are caused by one major issue. They have little or no idea what they’re actually trying to achieve or why …
Start the week off properly and make sure you plan at least one these activities into your busy schedule, to ensure you definitely finish the week with more business opportunities than you started with. 1. Block Off an Hour One day this …
One day while out walking, a man falls down a deep, wide hole with no visible means of escape. The sides are too smooth for him to grip on to, the coolness of early evening has started to descend – and it’s …
I was brought up to be a worker – it was a family expectation. Every Saturday – from the ages of 12 to 16 – I helped deliver milk in the morning, worked at the local shoe shop during the day and did …
Why Busy Sales Fools Don’t Become Successful Salespeople Read more »
Not so long ago we decided to have new windows in the house. Now, I know that double glazing sales people get a hard time, so before I start, apologies to all the good ones out there. I decided to …
So, this weekend, my ten year old daughter decides to set up a lemonade stand at the front of the house as her first commercial enterprise. To be fair, she’s been nagging me to help her do it for over …
Learn to Sell Lemonade and You Can Sell Anything Read more »
The CIPD released a report today claiming that 58.8% of UK graduates are working in jobs that do not require a degree. They go on to say that the report’s findings should be “a wake-up call” (link to report here). Graduates – this …
The Skill that 60% of Graduates Don’t Have – But Desperately Need Read more »