Sales Training Courses Blog | Expert Tips, Strategies & Skills
Why I love Sales Objections and you should too!
Why I love Sales Objections and you should too. As a sales trainer, one of the things that I get asked about probably more than any other (with the possible exception of how to close better) is overcoming objections. There is something about an objection that can...
7 Steps to Sales Magic (Introductory Workshop)
Is selling something that you struggle with, even though you know sales are essential to drive money into your business? Is it frustrating that you are not growing your business fast enough? We know how to help you ramp up your sales without being pushy or yucky by...
How to sell the unfamiliar (or “there is a reason people are afraid to buy”)
How to sell the unfamiliar. Research shows that customers are unlikely to choose an unfamiliar brand over one they know and recognise - even if there are clear or obvious shortcomings with the known brand. That can even extend to using a dangerous brand. In a...
Are women better at selling than men?
Are women better at selling than men? This is a tricky one. In my role as a sales trainer, I probably train roughly 60% women to 40% men. Now this is interesting. Does this mean women are worse at selling than men, that they 'think' they are worse at selling than men,...
Startup of the Year 2015-16 competition entry: Tadpole Training
Delighted to be featured in The Guardian Startup of the Year 2015-2016
Are you giving good follow up?
Are you giving good follow up? I ask because you don't have to be a sales expert to use this very simple strategy to increase your sales. If you take a look at this chart* then you will see that the majority of sales are not closed on the first, second, third or even...
Are you giving a great buying experience?
Are you giving a great buying experience? When I run one of my sales training courses, I usually do a bit with the class at the beginning about 'what makes a good sale'. I ask delegates to think about a time when they had an outstanding buying experience and to share...
Do you use a sales funnel?
Do you use a sales funnel? Do you even know what a sales funnel is? Perhaps you have heard the term 'sales pipeline' - well they are pretty much the same thing. In my view, they are one of the most effective tools you can use to help you win more sales and the good...
What’s on my selling wish list for 2016
What's on my selling wish list for 2016? Why not dream for a bit? I may be a sales trainer, but I still need to sell, so if I was in 'sales heaven' and I could have whatever I wanted, I think this little list would cover it: 1. No one will ever ask for a discount. In...
How to massively improve your sales conversions (and it’s easy)
How to massively improve your sales conversionsThis is such an easy thing to do, but so few people do it. What am I talking about? Following up. '80% of sales require 5 follow up calls after the meeting. 44% of salespeople give up after 1 call.' Source: The Marketing...
How to keep selling during the holidays
How to keep selling during the holidaysI'm going to keep this brief (because I bet you're sandwiched inbetween buying presents, going to parties and watching school nativities right now!). However, the fact remains that for a lot of businesses (retail excluded)...
Are you giving your customers confidence?
Are you giving your customers confidence?That's not strange question - if your customers don't have confidence in you, what you are selling and your organisation, then your chances of getting a sale are tiny. Customers tend to buy when they like you, believe in you,...
Is your Ego killing your business?
Is Ego Killing your Business?If you run a business, you do need to have a certain amount of self-belief - after all, you will come across plenty of people who don't like what you do, or even think you're crazy to try. However, if you take it too far and let your ego...
Are you talking yourself out of a sale?
Are you talking yourself out of a sale?Michael ran a design business and believed passionately in what he did. He was versatile and so had a good base of potential clients. However, because he was foremost an artist, he struggled with the business transaction side of...
The best sales people know when to shut up
The best sales people know when to shut upHave you ever been in conversation with someone, there is a lull, no one speaks and you have the strongest urge to fill that silence with something, anything? We human beings don't like uncomfortable silences and it is a...
Upselling? Cross-selling? Help! I’m Confused!
Upselling? Cross-Selling? Help! I'm Confused! Upselling and cross-selling. Do you these two phrases confuse you? If they do, you're not alone. As if it isn't enough to worry about selling the main thing that you do, you now need to sell other stuff too? Don't panic!...
Effective follow up strategies to stop your leads going cold
Effective Follow up Strategies to stop your leads going cold We've all been there - you get a great enquiry from an interested customer, you've talked, asked and answered questions, they are absolutely hooked and then..... you never hear from them again. If you sit...
In sales, sometimes you need to get out of your own way
In Sales, Sometimes you need to get out of your own wayThis is about lacking self-belief, something which I proved to myself spectacularly yesterday. To give you the background, the Christmas before last, I went over a speed bump too fast and knocked off the right...
How not to write a sales letter
How not to write a sales letterWhen I am training people how to sell, the importance of effective communication comes up again and again. It helps set you apart from the masses, the ones who can't be bothered and the ones who are just treating you like a number. ...
How good are you at managing your customer records?
How good are you at Managing your customer records?I admit I love a good sales database. At Tadpole, it was one of the first things I made sure I had, because in order to grow my customer base and so sell my services, I needed some prospective customers and I needed...