Sales Training Courses Blog | Expert Tips, Strategies & Skills
Do you know what Exceptional Selling looks like?
Exceptional selling at the Rolex shop
What first impression are your team giving your customers?
Do you love Greggs? I love Greggs. Usually Greggs are fabulous, but here is a tale of how just one person getting it wrong can undo a whole load of good stuff. I was at Liverpool Street Station, London, on my way to deliver some training at Aldgate. I went to Greggs...
Sales lies are abundant
I am sure you will agree with me that sales lies are abundant For example: 💥 "YOU NEED THIS SECRET THING!" 💥 "THIS IS THE LAST GIZMO YOU'LL EVER NEED!" 💥 "HOW THIS SIMPLE TRICK EARNED ME A GAZILLION POUNDS IN 24 HOURS!" We see it all the time don't we? Exaggeration,...
Have you ever mucked up the perfect sale?
I managed to - here's how to muck up the perfect sale ... I was approached by a fabulous company who had been checking me out on LinkedIn. We spoke, we met, we tweaked the spec. I loved them, they loved me (it was such a good fit). All the stages - discovery,...
What makes a great salesperson?
As a sales trainer I am often asked, what makes a great salesperson. People often say it is a skill that can be taught like any other, for example, riding a bike or learning to drive, but actually it is a bit more nuanced than just taking lots of lessons. Actually...
There is more to closing sales than just ‘closing’
If I was to describe which aspect of sales I'm best at, I'd probably say 'closing'. But you hear lots of rubbish spouted about closing, such as 'use this technique, or that trick'. It's as though closing is treated like a separate discipline instead of as part of a...
You can sell more if you understand why customers buy
Whilst delivering sales training in London, Essex and the wider UK, I am often asked abour why customers buy. Do you know that you can sell more if you understand this imporant area? If you think you will sell more because of your excellent service or your friendly...
Take some sales advice – you can win more sales by being quiet!
As a sales trainer, I often try and get people to shut up more, to win more sales. So do you know when to shut up? It matters a lot. Even among sign language speakers, studies show that typically we leave just a fraction of a second between taking turns to...
Do you Prep for Meetings?
So you got the meeting..... now what? Do you turn up and hope for the best, or do you prep? Yesterday I was invited to a meeting with a potential new client regarding sales training and, as usual, I did some research first. There is a lot out there if you look: ?...
Most people don’t understand sales
Most people don't understand sales. So if you think these qualities will help you sell, they won't ❌ having the 'gift of the gab' ❌ never giving up on a deal ❌ having an answer for everything ❌ great sales people are born not made ❌ you have to be confident in sales...
Are you SWOT-ing enough?
That's not bad grammar by the way - the eagle-eyed amongst you will realise I am referring to that wonderful tool The SWOT Analysis. Although I predominantly deal with sales issues, when I am working one to one with a client, I like to take it back to basics so, along...
Don’t sell the Sausage, sell the Sizzle!
Have you heard that phrase before - "Don't sell the sausage, sell the sizzle"? If you think about it, a sausage is just sliced up dead pig. Not very appealing is it? But when you start to think about the smell, the taste and the look of a wonderful succulent sausage,...
Why the best way to sell is …er…not to sell
Why the best way to sell is ...er...not to sell Time and time again when I am running my training courses, particularly those that focus on basic sales techniques, delegates express their worry that they don't want to be pushy or too 'salesy'. This is for a variety of...
Why my worst training was really one of my best
So why was one my worst training really one of my best? Well, if you've ever experienced issues trying achieve something, I bet you can relate to this! As a sales trainer, I am used to delivering training in a variety of different venues and I am also used to dealing...
The surprisingly effective sales question you are probably not asking
Some things you learn through training. Some things you learn through actual real life experience. The question I am about to share with you is an example of the latter. As a sales rookie, I went on loads of training courses which undoubtedly helped me go on to have a...
What is the single most effective tool that will transform my business?
What is the single biggest tool that will transform my business? All around us, 'gurus' (of varying degrees of credibility) are pushing this system, or that product, or some package or another which will miraculously 'transform' your business. Some are excellent, but...
Don’t ask me to marry you on our first date
You wouldn't ask me to marry you on our first date would you? Think about it - it's uncomfortable, pressurising and there is an imbalance of benefit (I'm a great catch, so I get why you want to marry ME, but what's so great about YOU). There is a reason why, for...
Are you keeping it REAL?
Are you keeping it real? Today I read a post on Facebook asking people to list one thing that they were really proud to have achieved in 2016. There were some super replies - things like: I got married I made a profit in my first year of business I donated a big chunk...
Is your sales focus wrong?
Is your sales focus wrong? Most people, when they find out I am a sales trainer, ask, perfectly reasonably, about getting help with skills like closing, overcoming objections or improving conversion rates. But actually, although these are important, so many people...
I love Small Business Saturday (and you should too)
Well, what is Small Business Saturday? The website www.smallbusinesssaturdayuk.com explains: Small Business Saturday UK is a grassroots, non-commercial campaign, which highlights small business success and encourages consumers to ‘shop local’ and support small...