Sales Training Courses Blog | Expert Tips, Strategies & Skills
Are your customers thirsty enough?
The Parable of The Young Salesman I recently saw this terrific Oasis advertisement and it reminded me of the following Parable: A young Salesperson was disappointed. He had lost an important sale. In discussing the matter with the Sales Manager, the young man...
5 Reasons Your Customers Will Not Buy From You
5 Reasons your customers will not buy from you. As a sales trainer, I spend a lot of time trying to help people sell more. But it's also useful to know what things you shouldn't do - the sort of things that will have your customers running for the hills (or at least...
Make someone happy today – recommend them!
Make someone happy today - recommend them! In my job I train people how to sell. When it works it is amazing - they get something they can use for life and, sometimes it transforms them. That's a wonderful feeling. What do you do that helps people? Perhaps you provide...
How to choose a sales trainer
How to choose a trainer When the time comes that you decide you or your people need some training, you will probably want to do some research on the various providers out there. Training can be a big investment for an organisation and you want to make sure that what...
Do you want to talk business? OK, let’s go to a coffee shop.
Do you want to talk business? OK, let's go to a coffee shop. Many entrepreneurs don't have their own offices and either work from home or meet clients at venues such as coffee shops. This week, whilst having a really productive meeting with a fellow business woman in...
Small Businesses, Claim your Competitive Advantage (Part Two)
Small Business, Claim your Competitive Advantage Yesterday, we looked at some reasons why it can be good to be small. As a small business, you: Respond Faster Have More Flexibility Have Better Relationships with Customers Get a Personal connection to the Customer Have...
Small Businesses – Claim your competitive advantage! (Part One)
Small businesses, claim your competitive advantage!As a small business, you are probably very aware of your larger competitors and it can be very easy to be intimidated by them. The trick is not to fall into the trap of trying to match them. If you go head to head...
Closing Sales should not be like a wrestling match!
Closing sales is not a wrestling match! When I started my sales career it was with a well-known Financial Services organisation who shall be nameless. My manager, who I can now see was the cliché of the crooked salesman, was much worse and delighted in teaching...
Are you using the power of Case Studies in your business?
Are you using the power of Case Studies in your business? Small businesses are always looking for ways to increase their reach and compete with the big boys. With that in mind, have you really explored the benefits of using case studies to promote your business? The...
I’m a salesperson – give me a cuddle please!
I'm a Salesperson - give me a cuddle please! I don't know what you think about people who sell for a living. Perhaps you think we are all pushy, gobby, dishonest, manipulative charlatans. I hope you don't, but from comments I sometimes hear a fair few of you must...
Why you are my enemy!
Why you are my enemy! I would love to send a letter to all the bad salespeople in the world, explaining what they are doing wrong. Then hopefully, they would take my well-meant advice and stop bothering me! If I did, I suppose it would look something like this: ...
What to do when things get tough
I was at an entrepreneurial event yesterday and, among the razzmatazz, the star speakers and the over enthusiastic support staff, it is true to say that I really did pick up a few gems. One of the best sessions was run by Clate Mask, CEO and joint founder of...
What Rudyard Kipling can teach you about Selling
We are now going to get surprisingly cultural, but it's all in the name of selling more! "I keep six honest serving men(they taught me all I knew);Their names are What and Why and WhenAnd How and Where and Who." What the very clever Rudyard Kipling was talking about...
Do you know what your customers don’t want?
Have you any idea what your customers want? OK - have you any idea what they don't want? Well, you probably have more of an idea than you think you do. After all, you are a customer too aren't you? Maybe you could give yourself some sales tips. And I'm sure you have...
If you’re selling, I’m not buying!
No one successfully sells to every single person they meet. Despite the many books and experts out there who claim they can teach you how to sell, it’s just not possible. However, you can improve your chances if you ‘Sell to the MAN’ ‘MAN’ is an acronym for...
A Simple Introduction to Marketing
Marketing is a huge subject, so it is useful to have a simple overview of what marketing really is. Most of us probably know some marketing activities like: using social media, printing leaflets and getting yourself out there in the world to tell people about what you...
Why you will sell more if you can negotiate like a child
Children are brilliant negotiators. Ask any parent who has just been persuaded to part with yet more money for another ‘essential’ toy, gadget, gimmick, or snack. We can learn a lot from them in our adult world if we are prepared to listen. As tiny babies, we learn to...
Why you must get rid of your toxic customers now!
In this difficult economic climate, we all want more customers, because more customers means more turnover and more profit, right? Well the answer to that is that it actually depends and some customers might actually be sapping your hard won profits. In actual fact,...