Jul 10, 2015 | customers, sales tips, sales training
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...
Jun 27, 2015 | sales tips, sales training
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...
May 11, 2015 | negotiation, sales tips, sales training
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...
Apr 4, 2015 | customers, entrepreneurs, marketing, negotiation, sales tips, Training
Why you should stop discounting and charge more When you looked at that heading, did you think ‘no chance!’ Or perhaps you shouted at me; ‘what does she know?’ Certainly, if you are anything like most people in business, you might have some...
Mar 20, 2015 | sales tips, sales training
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: ...
Mar 7, 2015 | sales tips, sales training
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...