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Sales Talk
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,...
Why I am much more important than I was a month ago
Why am I more important than I was a month ago? Because clearly I am! And, before you start to mutter under your breath about me having over-inflated ideas of my own value, a lot of it is to do with perception. OK, so let's have a look at this curious statement; in...
Why the best way to sell is …er…not to sell
Why the best way to sell is ...er...not to sell Time and time again when I am running my training courses, particularly those that focus on basic sales techniques, delegates express their worry that they don't want to be pushy or too 'salesy'. This is for a variety of...
Why my worst training was really one of my best
So why was one my worst training really one of my best? Well, if you've ever experienced issues trying achieve something, I bet you can relate to this! As a sales trainer, I am used to delivering training in a variety of different venues and I am also used to dealing...
Why you will get gobbled up by the big fishes if you don’t nail your USP
Why you will get gobbled up by the big fishes if you don't nail your USP USP stands for Unique Selling Point. USPs are the benefits or features that set your product or service apart from similar things which are offered by your competitors. Of course, if you are...
The surprisingly effective sales question you are probably not asking
Some things you learn through training. Some things you learn through actual real life experience. The question I am about to share with you is an example of the latter. As a sales rookie, I went on loads of training courses which undoubtedly helped me go on to have a...
My recipe for sales perfection (light, tasty and satisfying)
My recipe for sales perfection Ingredients One genuine person who wants to serve their potential client to the best of their ability A qualified prospect (any size) A pair of ears One mouth An open mind A ready smile A notebook & pen An agenda Somewhere to meet...
5 things a child knows about the Summer sales dip that you don’t
5 Things a child knows about the Summer sales dip that you don't. Work, work, work. That's what so many of us do isn't it? We work really hard, putting in the effort and the hours and then, despite our best efforts, during August a lot of our businesses just slow...
What is the single most effective tool that will transform my business?
What is the single biggest tool that will transform my business? All around us, 'gurus' (of varying degrees of credibility) are pushing this system, or that product, or some package or another which will miraculously 'transform' your business. Some are excellent, but...
Don’t ask me to marry you on our first date
You wouldn't ask me to marry you on our first date would you? Think about it - it's uncomfortable, pressurising and there is an imbalance of benefit (I'm a great catch, so I get why you want to marry ME, but what's so great about YOU). There is a reason why, for...