“The secret to riches is the same as the secret to comedy – timing.” Max Skinner (Russell Crowe) – A Good Year 1. You’ve Got to be Fabulous, Original YOU Delivering someone else’s jokes might not be your best choice – even …
Do you know why so many sales people fail to engage with potential customers and end up missing out on so much business? Let me share something with you that completely changed the way I sold things – and has …
How to Engage Effectively With Potential Customers Read more »
Have you ever heard of the Portuguese – Saudade? It has no direct translation in English, it describes a distinct sense of longing for something that doesn’t actually exist, and is described as an ‘emptiness’ – like someone or something …
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 »
I cannot put into words how much I dislike the average, sales trainer taught elevator speech. Until recently I couldn’t quite put my finger on the real reason why, I just knew they didn’t work. Should someone approach – or …
I’m Begging You – Ditch that Elevator Speech for Something More Effective 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 »