Sales Blog

If you want to create a true emotional connection with your prospects and clients, then I recommend that you improve storytelling skills. Indeed, in my opinion sales storytelling can be your superpower and really separate you apart from your competition. […]

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, […]

“The customer is always right” I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name. And how often have you thought of those words and cringed when the customer […]

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an impostor! No, but maybe they are claiming to have […]

  Sometimes, even the words ‘cold call’ can send shivers down salespeople’s’ spines. The very thought of picking up the phone or writing an email to a prospect who has never heard of you or knows little about your products […]

According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the one that is able best to adapt and adjust […]

We all know the benefits of using quality questions in uncovering the current position our prospects are in. The better the quality of the questions, the more information you will gain. Now, imagine if there was one simple question you […]

  You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication. Ok, it’s a well-banged drum, but I’m going to say it again anyway…you simply will […]

Unless you’re working with customers who are purely in transactional mode, the holy grail of sales is gaining repeat business. Turning a one-time customer into a loyal client increases revenue, profit and probable recommendations exponentially. So, how can you tell […]

It’s a common subject brought up on our Sales Training Courses, and it can affect even the most experienced of salespeople. How do we overcome the feeling of nervousness before having a sales interaction? First, let’s highlight why nerves may […]

There are many times when a client tries to intimidate or get the better of salespeople. Whether it’s because they feel they have to in order to get a better deal, or their ego is associated with getting one over […]

Trying to get your prospect to interact with you can often be a frustrating nightmare. Making a call that is interrupting their day, especially when it sounds like a typical sales call, can be the quickest way to get a […]

We’ve all had them; those customers for whom nothing you ever do is enough, or everything you do is wrong, or you’re blamed for everything that isn’t your fault. A picky customer is usually like that with every situation. It’s […]

Yes, it’s that old chestnut again: the age-old-how-can-I-get-rid-of-this-pesky-salesperson answer. Most prospects will use this simply to get rid of you and if you take it on face value, you might feel there might be a chance in six months’ time. […]

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So, […]