Sales Training Courses Blog | Expert Tips, Strategies & Skills
Why does sales training fail?
Do you know why sales training fails?Well actually, it's the same reasons that any training fails.The delegates turn up, they do the course, they love it (well, they love my courses 😉!) and leave full of enthusiasm and positivity.Then what?Often a big fat nothing!Time...
How good is your Value Proposition?
How good is your Value Proposition?Now at this point, you will probably respond in one of three ways:1. My Value Proposition is great!2. I keep meaning to work on it3. What is a Value Proposition?So, for those of you who fall into categories of 2 and 3, here are some...
The lazy person’s guide to getting better at sales
Lazy person's guide to getting better at sales ....There are loads of posts out there in the world telling you what you should do to get better at selling, but how about what you shouldn't do if you want to get better at it?Here are some quick and easy wins because...
30 Funny sales memes to cheer you up and keep you motivated
Everyone loves a bit of humour and sales memes are designed to cheer you up because they are so TRUE TO LIFE and they can give you that little bit of motivation when you need it. If you've trained with me, you will have seen some of these on my slides - after all,...
Use some magical words and sell more!!!
Words are incredibly powerful – the words you say to your customers (and the words you hear from others) have more influence than you probably imagine. Hypnotists know this, as do NLP practitioners.NLP stands for Neuro Linguistic Programming. “Neuro” means relating to...
Is sales easier or harder than it used to be?
What do you reckon - is sales easier or harder now than it used to be? When I started in Xerox in 1989 we used faxes, pagers, didn’t use the internet, didn't send emails and didn’t have mobile phones or social media. Orders were taken on paper.Our CRM was filled out...
Is Chat GPT useful in sales?
Chat GPT is probably the best known of the AI that is out there and I do believe their is a place for it in sales. However, it doesn't always get it right:Whilst playing around with ChatGPT this past weekend, I gave it the following instructions:"Create a post about...
How can you get those last sales before Christmas?
Sometimes you need to make one last little push before Christmas don't you?There are sales out there to be closed, so capitalise in the Christmas spirit and see what might work for you.1. Ring up your customers to thank them for working with you and to wish them a...
The Eisenhower Matrix a great sales tool
Do you often feel under too much pressure? In sales it is easy to feel like that - pressure to hit target, to make X amount of calls, to get that customer to speak with you, to ensure orders are fulfilled.It can be overwhelming.One of the simplest tools I was ever...
Learn to sell
Learn to sell. Sounds easy doesn't it? "Learn to sell". Roll it around your tongue. "Learn to sell". If it is so easy, why do so many people struggle with it? Well, I would liken it to driving a car. Before someone teaches you to drive, guess what? You can't drive!...
Do you have a value-centric mindset?
Do you have a value-centric mindset?Maybe you have never considered that question before. So let's define it - how about:'an approach to work and life that prioritises the creation and delivery of value above all else'At its core, a value-centric mindset revolves...
Why is ‘sales’ called that?
So, have you ever wondered why we call it 'sales'? Well it turns out that the word comes from the Germanic and Old Norse word 'sala' which then filtered through to Old English as well. According to etymonline.com it means this: late Old English sala "a sale,...
How to use LinkedIn to sell more
You have probably noticed the explosion in the use of LinkedIn over the last few years. There are plenty of people on the platform telling you how to use LinkedIn to drive business, but most of them don't seem to have a Scooby Doo about what successful social selling...
Sometimes in sales, you should chase the ‘no’
Have you ever been taught to chase the 'no's' in sales?That every 'no' takes you one step closer to a 'yes'?It's an old one but a good one.Now, depending on who you are getting the facts from, you might hear actual statistics like:"the average customer says 'no' four...
Sales for Beginners – what is a great structure to use?
Effective Sales Structure: A Step-by-Step Approach It can be daunting when you start in sales - all you really need is a process, but what is the RIGHT process. Well broadly, whatever sales methodology you learn, it is likely to follow this structure: 1. Understand...
How good is your sales process?
How good is your sales process?If your response to that is: 'what is a sales process?', then you have some work to do!Briefly, your sales process should describe how you and your customer interact with one another from beginning to end.Every opportunity is different,...
Open questions and how to use them
You probably know that you should be asking open questions to uncover information in a sales call, but what exactly are open questions?Simply, they encourage people to talk and, as the great Rudyard Kipling demonstrates, they tend to start...
What makes a great salesperson?
What makes a great salesperson? Have you ever really thought about it?Perhaps you are recruiting. Perhaps you are trying to develop an existing sales team. How are you going to get it right if you are not 100% clear on exactly what it is you need.I am going to kick...
Are you just an order taker?
Here's a quick and easy question. The answer might show you how good you and your team are at sales: Is your closing rate too high? In other words, can you proudly boast that you win every job (or nearly every job)? Well, if you do, there's a good chance that you're...
Modern-Day Buyers can be tricky!
It used to be the case that you could just make a phone call to a buyer, tell them about your new 'thing' and get an appointment. OK, I make that sound like it would work every time - it didn't - but it worked enough times to make it worth doing. Well not now!...