Jan 4, 2021 | entrepreneurs, Food for thought, sales tips, Training
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...
Jan 4, 2021 | marketing, sales tips, Training
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...
Jan 2, 2021 | marketing, sales tips, Training
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...
Jan 1, 2021 | customers, entrepreneurs, marketing, prospecting, sales tips, Training
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...
Jan 1, 2021 | sales tips, Training
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...