Sales Blog

Excellence is a word that is bandied about so much these days that it can often lose its meaning or its differentiation. The dictionary defines it as ‘being exceptional, being superior in some way, achieving extreme merit, pre-eminence or distinction’. […]

  We often conjecture at what great salespeople do to create the status of being ‘great’. Attend one of our Advanced Sales Training programmes and you’ll find out! If, however, we were to study those people who are not so […]

  Every person you have ever met has a strategy they use to make decisions. Whether it’s to go for a particular food or to choose a particular career, the way people decide is hard-wired into the parts of our […]

You’ve been there many times. You’ve convinced the customer that the product is right for them and the quality is just what they want. Then the bombshell hits – they start talking about price. Price is always a mirror of […]

Being sales savvy is to have the business acumen, practical knowledge and active ability to carry out your sales job effectively and efficiently. Most salespeople would mark themselves fairly high when asked if they are savvy when it comes to […]

There’s more to lead generation than just cold calling. Nowadays most companies have an inside sales team of some sorts that react to incoming calls and other engagement opportunities. In today’s world, it’s necessary for you to combine your outgoing […]

Unfortunately, conflict is an unavoidable aspect of the human condition, and is likely to creep into the conversation any time expectations differ. Conflict can raise stress levels and leave long-lasting effects on employee health, decreasing job satisfaction, and increasing absenteeism […]

  When I managed a team of salespeople it was always interesting to hold meetings with them when their sales targets hadn’t been met. I often had to smile to myself when they were avoiding eye-contact, rubbing their hands together, […]

From time to time on our Sales Courses we’re asked about the best way to breach the subject of taking notes in a client meeting. Some state they’re worried about asking or simply taking out their notebooks because it may […]

I remember years and years ago being on a sales training course where we were learning sales coaching skills. The facilitator was coaching someone to use a golf putter when they had never played golf in their life. It was […]

Whether you’re successful or not on a sales call, it is always advantageous to review what you did and didn’t do. This is your own Sales Training review 101! The main reason for this is to check whether you and […]

The Wolf of Wall Street’s story; his rise, his lies, his demise and now the resurrection of Jordan Belfort’s career has fascinated me. So much so that when he came to London at the Excel Centre to run a short, […]

You’re nearly there. The sale is drawing to a close and you’ve been negotiating back and forth. You can see the light at the end of the tunnel and finally the relief comes over you as they say “Right, let’s […]

The whole economic world has changed in the last few years. It will never be ‘business as usual’ again. Most companies that haven’t adapted to the changes will either no longer exist or will have suffered dramatically. One thing that […]

Before we can effectively guide clients towards our products and services, it’s crucial to delve into their pains and gains. How can we tailor our approach to address their needs and capitalise on their motivations? When we are working with […]