Blog
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!...
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...
What sales mistakes have you committed?
What terrible mistakes have you committed in sales? As a sales trainer and sales coach I see loads of sales mistakes, but it doesn't mean I haven't committed a few in my time! One of my worst was at Xerox. As a senior member of the team, I often had the newbies...
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...
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 I am much more important than I was a month ago
Why am I more important than I was a month ago? Because clearly I am! And, before you start to mutter under your breath about me having over-inflated ideas of my own value, a lot of it is to do with perception. OK, so let's have a look at this curious statement; in...
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...
Why you will get gobbled up by the big fishes if you don’t nail your USP
Why you will get gobbled up by the big fishes if you don't nail your USP USP stands for Unique Selling Point. USPs are the benefits or features that set your product or service apart from similar things which are offered by your competitors. Of course, if you are...
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...
My recipe for sales perfection (light, tasty and satisfying)
My recipe for sales perfection Ingredients One genuine person who wants to serve their potential client to the best of their ability A qualified prospect (any size) A pair of ears One mouth An open mind A ready smile A notebook & pen An agenda Somewhere to meet...
5 things a child knows about the Summer sales dip that you don’t
5 Things a child knows about the Summer sales dip that you don't. Work, work, work. That's what so many of us do isn't it? We work really hard, putting in the effort and the hours and then, despite our best efforts, during August a lot of our businesses just slow...
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...
When is a Sale not a Sale?
When is a Sale Not a Sale? Many people who are new to sales experience the frustration of thinking they have made a sale, but then, when it comes to the delivery of the product or service, confirmation in writing, or payment of a deposit, the customer does not seem to...
5 tips for starting new sales role
So you have a new sales job! The excitement, the enthusiasm, the nerves! Read on to learn our 5 tips for starting new sales role! Anyone who has been in sales remembers this - I know I do. You want to make a big impression quickly - show them that they made the right...
What is the best way to get YOUR sales from ‘A to B’
How to get your sales from A to B Would you like to earn more money? If the answer is 'yes', I have another question - would you like to do it easily and authentically? Assuming you probably said 'yes' to that as well, why isn't everyone sloshing around in too much...
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...
5 Things that could be scaring your customers away
5 Things that could be scaring your customers away (and what you can do about it) Let's face it, customers can be tough to win, so the last thing you want to do is scare any of them away. However, if you are involved in selling in any way at all, make sure you are not...
Do you know the single biggest threat to your business right now?
Do you know the biggest threat to your business right now? Well, if you don't you should. I speak as someone who has experienced what happens when an 18 year old established business gets wiped out pretty much overnight, due to a change in Government policy....
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...
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...
Don’t tell customers you are ‘The Best’
Why I’m not going to tell you I’m the best Today I got pitched at by an over-enthusiastic insurance sales person. Although I’m not in the market for insurance, the salesperson in me loves to listen to other people’s sales calls because, well, they are fascinating!...
Why Outstanding Customer Service Doesn’t have to be Complicated
Why Outstanding Customer Service Doesn't have to be Complicated (or expensive) This morning I had an almost flat tyre. Not an actual puncture, but something I noticed last night and forgot to deal with. I was on the school run, so I had to make sure the children were...
Have you ever talked yourself out of a sale?
Have you ever talked yourself out of a sale (and what should you have done differently?) It is important to understand when to talk and when to stop. When we are being sold ‘to’ none of us likes to be with someone who talks constantly; it is irritating and it can make...
How to Easily Win More Customers
Sales Training for People who need help closing more deals Stop stressing about selling! In business, without sales, well.... there is no business. Sales are the lifeblood that drive everything. But what if you can't sell, you've never been shown how, or you currently...
Close Like a Pro – Intensive Closing Techniques Workshop (for Small Businesses)
This course is not currently running. We recommend you try this instead: How to Sell
7 Things that we all hate about selling
7 things that we all hate about selling 1. Cancelled meetings Especially when they 'forget' to tell you and you've physically travelled to the venue before you find out. Also annoying when you have done tons of preparation and they no longer want to see you. 2. Being...
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...
You had better be getting inbound right…..or you’re throwing your marketing money away
Inbound - how good are they in your company? Whether you are a one-man band, or a multinational organisation, you will inevitably be spending a chunk of your budget on marketing and promotion. The idea of course, is that you will encourage sales, or at the very least,...
How a split second decision as an 8 year old changed my life
How a split second decision as an 8 year old changed my life About this time of year, 43 years ago, I was sitting in my classroom at Goldsworth Middle School in Woking. The teacher was asking us to audition for parts in the Christmas carol service. The format was...
It’s not MAN anymore – it’s FAN
I'm subsituting MAN for FAN because it's time to move with the times! Those of you in sales will be very familiar with the acronym MAN as standing for: Money Authority Need (in other words, a simple way of identifying the best person to have a sales conversation...
You’ve got a big account? Be worried.
Do you have one big account? Something that brings in a huge chunk of your business? Well don't go relying on it. You may have heard of The Pareto Rule – 80% of your business comes from 20% of your clients. So what would happen if one of your big clients decided to...
13 years old knows how to cold call better than me?
He's 13 years old, so obviously he knows how to cold call better than me! OK - It's Hallowe'en and I'm doing Trick or Treating with my 2 children and their 9 year old cousin. Clear instructions are issued: Only go to the houses with pumpkins or decorations outside Be...
Sometimes it’s better to sell backwards
Sometimes it's better to sell backwards Do I really mean that? Well maybe not everything should be done backwards. But it is certainly worth setting out at the beginning of the meetings, the expectations you have for the end of the meeting! Let me clarify. OK - here...
The language that makes customers avoid you
Positive Language can make a huge difference to your sales conversation, so don't go using language that makes customers avoid you. There are certain words and phrases that are considered clichés in the world of selling. If you want to avoid looking like an insincere...
10 Things successful salespeople always do
10 things successful salespeople always do There are always some high achievers in sales who, no matter what, always seem to be able to smash their targets, whatever else is happening in the world. So what do these individuals have in common and what can you learn...