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 …
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 »
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 »
You may be aware that in advertising copy the idea of the first line is to get you to read the second. Well, here’s my sales version and if you adopt this mind-set it can have a huge impact on …
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 …
How to “Auto-Magically” Personalise Your Email Campaigns Read more »
“You treat a disease – you win / you lose. You treat a person – I’ll guarantee you’ll win.” Patch Adams (Robin Williams) Two phrases you may have heard me use before; “When a customer walks into a DIY store …