Blog
Sales Talk
How the Principle of Marginal Gains can raise your sales figures
So how can you improve your sales figures by using the principles of marginal gains? More to the point, what has the GB Cycling coach got to do with it all? (by the way, if you love a statistic, I think you'll enjoy this) This is Sir Dave Brailsford and obviously he...
The power of Consistency in Sales
There is lots of advice out there about how to be better at selling, but one of the most powerful ways comes through simple consistency. Simon Sinek talks about it a lotRobert Cialdini talks about it a lotIt is so powerful and yet, sometimes we get caught up in the...
What exactly is the modern sales experience?
When I started in sales, it was modern (for the time) - I had a pager, took orders on paper, had to use a pay phone to call the office, received faxed orders and drove my fully expensed company car into London just to park it and walk almost everywhere. Being a...
Simple sales motivation
Here is some simple sales motivation for you:Have you ever heard the phrase:"the best time to plant a tree was 20 years ago. The second best time to plant a tree is now."You probably know that one.Have you heard this one:"Living in the past can make us sad, living in...
Some Powerful Sales Statistics for your team
Have you seen these powerful sales statistics before or shared them with your team?Now, did you believe it, because someone might have been fooling you?Well, it does look credible, but in fact, these statistics from The National Sales Executive Association aren't what...
What is the difference between cost and price?
Do you know the difference between cost and price?They might sound like the same, but if you are in front of a customer (or prospect) and they give you the price objection, you need to be able to tell the difference.PriceThis is the actual figure in pounds (or your...
Are you SWOT-ing enough?
What's this about SWOT-ing enough? That’s not bad grammar by the way – the eagle-eyed amongst you will realise I am referring to that wonderful tool, The SWOT Analysis. When I am working one to one with a client to improve their sales performance, I like to take it...
How to use a simple agenda for a sales meeting
When you are in a sales meeting, how do you start it - for example, do you have an agenda? (I don't mean 'agenda' as in a deep dark objective - that would be wrong!) Instead, I mean a simple structure for what will follow. As the salesperson, even if the meeting is...
What is the modern sales landscape?
So what exactly is the modern sales landscape? There is so much hyperbole spoken out there about sales, so clear your mind and take a really good look at this list. Even within the last 5 years or so, the sales landscape has changed hugely. There are lots of factors...
Which questions to ask when using The GROW Coaching Model
If you have come across The GROW Model for coaching your team, here are some questions you can use to ensure it works properly. The model was originally developed in the 1980s by business coaches Graham Alexander, Alan Fine, and Sir John Whitmore. A good way of...
20 Powerful quotes from Zig Ziglar
Zig Ziglar was one of the best motivational speakers on the subject of sales. Even though the last time he spoke professionally was in 2010, anyone who has heard of him invariably responds with a smile, particularly those of us who work in sales. Here are 20 of his...
Famous people who used to work in sales
I bet you didn't know that a huge proportion of the most successful people on this planet started out in sales.Whatever job you do, I promise you that knowing how to sell will help you.So get yourself some training - formal, informal, online, face to face, books,...
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! Let's face it, after at least a week of celebrating, eating too much, having no idea what day of the week it is and being stuck only with your nearest and dearest, then...
How to manage Millennials in a sales team
Are we failing to give our young salespeople the right start in sales?In his excellent interview with Tom Bilyeu, Simon Sinek talks about Millennials (those born after 1984, so I guess that includes Gen Z too) and how they face specific challenges other groups...
Moving from Vendor to trusted adviser
How can you transition yourself in your customer's mind from being just a vendor to being a trusted adviser? It matters because a vendor won't get repeat business but a trusted adviser might be the first person the buyer approaches to ask their advice - which...