10 Reasons Why Sales People need their own Business Twitter Accounts It really surprises me that so many sales people out there do not use social media to help them sell effectively. I could not be without it. When I train sales teams I am often met with blank faces when I ask how they… Read More
Don’t Take Our Word For It! 7 Powerful Ways to Get and Use Testimonials How many times do you check someone’s feedback when you purchase something on EBay, Amazon or Trip Advisor? A lot I bet. Well these reviews are testimonials and a powerful way of convincing a buyer they are in safe hands and… Read More
Dealing with a Very Specific Sales Objection During sales training courses I am often asked about sales objections, and aside from the usual ones about budget and wrong time of year, the most common is “I need to talk to my colleague/business partner/MD/ Wife/Husband/ Friend/Dog” (delete as appropriate) and there is a technique I recommend… Read More
Collaborate The Acceptable ‘C’ Word in Sales Collaborate Verb “They collaborated with him on numerous projects’ Join (up), join forces, get together, come together, band together, work together, unite, combine, merge, form an alliance, pool resources and club together How much do I love selling? Probably as much as I love the film Glengarry Glen… Read More
Sales Persistence – Don’t Be A Sales Stranger For those of you with Netflix out there, I really hope you have had the pleasure of their new and original series Stranger Things, truly a brilliant piece of TV. If you have not watched it then get it in, you won’t regret it.
Sales – Stop Thinking About Your Targets… When I train sales people, I often get asked the question “how can I hit my sales targets more frequently?” Before I get a chance to answer, the question is usually followed by a long list of reasons why they think they are not hitting target, and to… Read More
Referrals – The Holy Grail of Sales – Who You Know or What You Know? As a sales trainer and coach, I am so lucky to meet what I think are some of the finest and most talented salespeople. Working in sales in not easy, and the expectations placed on them by the people that… Read More
Sales Laziness – Just doing the Milk round. Remember the milkmen? The gentle clink of the bottles and the hum of the milk floats they drove around in at 5mph at 5am. Halcyon Days. I always think of the “watch out watch out there’s a Humphrey about” the old Unigate ad campaign, striped straws filled… Read More
Sales Hunger – Unleash the Wolf! Sales people want to sell. There I said it. It is true, they love it, they love hunting for prospects, they love the presentations, and they love selling the benefits of their products and love the hell out of closing the client. Why? Because they are hungry for the… Read More
Every sales training course or coaching session that I deliver always incorporates supporting material to bring to life the skills, tips and tactics offered throughout. Lots of delegates like to have a recommended reading list to go through and keep as part of their tool kit. However, there are so many books out there that… Read More
