Sales trainer Enfield | Performance-led Sales Courses | Adaptive Sales Courses

How a split second decision as an 8 year old changed my life

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...

It’s not MAN anymore – it’s FAN

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...

You’ve got a big account? Be worried.

Jan 3, 2021 | Training

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...

Sometimes it’s better to sell backwards

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...