We were asked recently to help a sales team improve their relationships with customers and prospects. Relationship selling is a funny old thing. There’s the line that says people buy off people – can’t disagree with that – although nowadays …
Ah, the old 30 second close. No one likes to hang around any longer than they need to – get in there, get the business and get out! At the beginning of most foundation level sales training courses a large …
I was invited recently to meet and take a bike ride with Sir Chris Hoy – the 11 time world champion and 6 time Olympic champion, the most successful Olympic cyclist and British Olympian of all time. Anyway, no surprise …
Why Sales Training is Like Cycling with Chris Hoy Read more »
While waiting to pick my own kids up from school last week, I found myself in a corridor reading a large laminated set of rules hanging on the wall, and I had to share it. There is a book you …
Could there be some members of your sales team who are simply “Miming in the Choir”? I know it sounds like an odd question – but the phrase “miming in the choir” sums up much of the “active inactivity” that …
How to Spot the Ineffective Salespeople in Your Team (And What to Do Once You Have) Read more »
When salespeople ask to be put on advanced sales training, it’s worth enquiring about their desired outcome. Do they want to advance what they’re already doing or are they trying to become better by changing something fundamental? Other disciplines don’t …
Sales Training – Do You Want Better or Advanced? Read more »
In my experience, sales teams appear to fall into two camps – Battleships and Pirate ships. Battleships are usually (but not always) attached to large corporate affairs, where the marketing department produces most of the presentations and sales material, budgets …
Is Your Company Culture Pirate Ship or Battleship? Read more »
One of the most infuriating things about modern life, is that nobody ever seems to want to help. You must feel it too sometimes. The guy who’s in too much of a rush to let you out of that junction …
What Sales Prospects Need is a Good Night’s Sleep Read more »
Contrary to popular belief, prospects aren’t sitting in darkened rooms trying to invent new, more fiendish objections for you to supply answers to. If a prospect has a real need for your product or service, then what they require is …
The 4 Types of Sales Objection (& how to overcome them) Read more »
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 …
Questions that Help Prospects Flood You with Useful Information Read more »