Jan 10, 2023 | sales training
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...
Jul 3, 2022 | sales training
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...
Jun 20, 2022 | sales training
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...
May 28, 2022 | sales training
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...
May 19, 2022 | sales tips, Training
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...
