General Sales Skills

How To Achieve A Healthy Sales Mindset

  We often ask salespeople on our Selling Skills Training to discuss the most important aspect of sales, and many consider the sales processes that they follow as the most important aspect that will keep the sales and commissions rolling […]

What Is Cross Selling And Up-Selling?

  The difference between cross-selling and upselling is quite subtle. Both are different types of selling in their own right and offer different opportunities for increasing your margins and sales at the point of sale. Chances are that you’ve already […]

6 Ways To Build Up Goodwill With Customers

  Building goodwill in business is a pre-requisite for companies to advance in their strategic forward planning. The British Department Store, John Lewis, is renowned for its quality customer service and its build-up of goodwill. Here’s what one of their […]

5 Best B2B Sales Techniques

  Selling to businesses is an ever-changing kaleidoscope of ideas, techniques and co-operations to keep your sales funnel full! It can enhance or destroy careers in a very short time period. If you’re still selling in the same way you […]

What Is An Emotional Selling Proposition & Is It Better Than A Unique Selling Proposition?

Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. Sales logic vs emotion – that’s the law of the salesperson. So, do we […]

The 4 Most Common Buyer Types In Sales (And How To Sell To Them!)

One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as buyer types. […]

What Are The Different Types Of Selling?

  By different types of sales, we’re referring to the sales styles that salespeople will adopt when they are with prospects and customers. Either face-to-face or online. Over the years the styles have changed because buyers’ needs have changed. We’ve […]

Should You Always Agree With Your Client?

“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 […]

Ways To Combat Nerves Before A Sales Interaction

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 […]

5 Ways To Deal With A Picky Customer

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 […]

3 Ways Of Asking For The Sale Or Order

  After all the preparation, sales questions, proposals and meetings you’re so close to closing the deal. But there’s one thing stopping you! Asking for the sale… So let us look at a few more direct and clear ways to […]

7 Things Successful Sales People Never Say

What’s interesting about us humans is the fact that, even though we don’t like to admit it, we are judgemental beings. Often, we don’t view ourselves as being judgemental; we consider ourselves to be realists. A situation occurs and we […]

How To Critique A Sales Meeting

  Do you move from one sales meeting to the next without conducting a full review on how the last one went? If the answer is yes, then chances are that you’re leaving a lot of money on the table. […]

17 Sales Tips A Buyer Would Give You If You Would Listen

  Many salespeople who attend our Sales Training regularly ask us: How do I overcome price objections? What should I do with someone who ignores my emails? These questions and countless others often show salespeople are looking at sales from […]

33 Sales Tips & Techniques

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. Take a look and let me know what your favourites are, and what other tips […]

Understanding Prospective Buyers

  If only everyone was the same, it would make selling a lot easier. Just imagine if you could predict how they buy, their behaviour and their next move. We’d all have smiles on our faces as we went into […]

5 Funny YouTube Sales Videos To Make You Laugh

Are you looking for a sales video funny? Whether it’s for a Sales Training session or maybe a sales meeting that you’re running it’s always good to lighten the load! So I’ve hunted high and low and found 5 of […]

How To Nurture & Build Client Relationships

Gavin Ingham once said “Most salespeople make a sale to a client and then move on to the next one. Most clients think that salespeople only ring them when they want to a) sell something new or b) renew their contracts. […]

Too Much To Do? How To Handle Being Overwhelmed

Are you feeling overwhelmed with the number of telesales calls to make, prospecting to do, admin to catch up on, proposals to complete? Join the club! There are many people out there who are in despair, not knowing what to […]

Nailing Logic v Emotion In Sales

  Scientists tell us that humans have more than one brain. Some people you know may disprove that rule (only half a brain?!) but the truth is that everyone has three parts to their brain: firstly, there’s the reptilian brain, […]

How To Become A More Assertive Salesperson

  One definition of assertiveness is being confident and direct in dealing with others. Assertive people know what they want and aren’t afraid to ask for it. They also respect the feelings and needs of others and are prepared to […]

6 Sales Opening Statement Examples To Use

Last time, we discussed how your ‘elevator speech’ could be full of mistakes and not do what it’s supposed to do, i.e. open your conversation effectively with a prospect. We covered six of those mistakes and why they shouldn’t be […]

The 3 Main Components That Drive Customer Loyalty

Most companies agree that loyal customers are the lifeblood of their business. Clients who return continuously to restock or re-purchase make it easy for companies to provide service and back-up because the effort needed to ensure satisfaction is minimal. But […]

The ABC of Selling

  You might think that this article is about the famous line: Always Be Closing! It isn’t. It’s about something completely different and in my opinion will be much more valuable to you than those hard selling words of the […]

5 Keys To Become Your Customer’s Trusted Partner

If you’re in any kind of sales position, you really want to make buying and using your products easy and profitable. That’s the real reason why people buy them in the first place; to make their lives or their businesses […]

6 Main Components That Create Sales Excellence

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’. […]

The 3 Main Traits Of Bad Salespeople

  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 […]

4 Ways To Press Those Reptilian Buying Buttons

  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 […]

53 Takeaways From The Wolf Of Wall Street’s London Seminar

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, […]

Responding When Customers Enquire About Price

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 […]