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Sales Talk
Are women better at selling than men?
Are women better at selling than men? This is a tricky one. In my role as a sales trainer, I probably train roughly 60% women to 40% men. Now this is interesting. Does this mean women are worse at selling than men, that they 'think' they are worse at selling than men,...
Startup of the Year 2015-16 competition entry: Tadpole Training
Delighted to be featured in The Guardian Startup of the Year 2015-2016
Are you giving good follow up?
Are you giving good follow up? I ask because you don't have to be a sales expert to use this very simple strategy to increase your sales. If you take a look at this chart* then you will see that the majority of sales are not closed on the first, second, third or even...
Are you giving a great buying experience?
Are you giving a great buying experience? When I run one of my sales training courses, I usually do a bit with the class at the beginning about 'what makes a good sale'. I ask delegates to think about a time when they had an outstanding buying experience and to share...
Do you use a sales funnel?
Do you use a sales funnel? Do you even know what a sales funnel is? Perhaps you have heard the term 'sales pipeline' - well they are pretty much the same thing. In my view, they are one of the most effective tools you can use to help you win more sales and the good...
Why you need to understand procurement professionals better
Why you need to understand procurement professionals better. Have you ever really sat down and thought about some of the pressures your customers are facing, particularly if a key part of their job involves the procurement function? Come to that, do you treat them...
What’s on my selling wish list for 2016
What's on my selling wish list for 2016? Why not dream for a bit? I may be a sales trainer, but I still need to sell, so if I was in 'sales heaven' and I could have whatever I wanted, I think this little list would cover it: 1. No one will ever ask for a discount. In...
How to massively improve your sales conversions (and it’s easy)
How to massively improve your sales conversionsThis is such an easy thing to do, but so few people do it. What am I talking about? Following up. '80% of sales require 5 follow up calls after the meeting. 44% of salespeople give up after 1 call.' Source: The Marketing...
How to keep selling during the holidays
How to keep selling during the holidaysI'm going to keep this brief (because I bet you're sandwiched inbetween buying presents, going to parties and watching school nativities right now!). However, the fact remains that for a lot of businesses (retail excluded)...
Make it super easy for your customers to say ‘Yes’
Make it super easy for your customers to say 'Yes' Is it possible that you've been making things too complicated for your customers? If so, you might be stopping them from buying. That's because all of us humans like easy decisions rather than hard ones. So what can...
Are you giving your customers confidence?
Are you giving your customers confidence?That's not strange question - if your customers don't have confidence in you, what you are selling and your organisation, then your chances of getting a sale are tiny. Customers tend to buy when they like you, believe in you,...
Is your Ego killing your business?
Is Ego Killing your Business?If you run a business, you do need to have a certain amount of self-belief - after all, you will come across plenty of people who don't like what you do, or even think you're crazy to try. However, if you take it too far and let your ego...
Are you talking yourself out of a sale?
Are you talking yourself out of a sale?Michael ran a design business and believed passionately in what he did. He was versatile and so had a good base of potential clients. However, because he was foremost an artist, he struggled with the business transaction side of...
The best sales people know when to shut up
The best sales people know when to shut upHave you ever been in conversation with someone, there is a lull, no one speaks and you have the strongest urge to fill that silence with something, anything? We human beings don't like uncomfortable silences and it is a...
Upselling? Cross-selling? Help! I’m Confused!
Upselling? Cross-Selling? Help! I'm Confused! Upselling and cross-selling. Do you these two phrases confuse you? If they do, you're not alone. As if it isn't enough to worry about selling the main thing that you do, you now need to sell other stuff too? Don't panic!...