On this blog a while ago I posted the “30 Movie Quotes You Really Should Pay Attention to.. (if you are trying to grow your business)” – with a quiz sheet to download and articles over the following weeks giving …
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 »
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 »