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Sales Talk
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...
Are you in a post-Christmas sales slump?
If you are in a bit of a post-Christmas sales slump, here are some tips to get your oomph back! 1. Acknowledge the feeling you are experiencing. So not 'I am so lazy'. Rather 'I am feeling lazy at the moment' There is a difference. 2. Write down when you feel like...
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,...