Planning & Mindset

  Looking for sales interview tips? You’re in the right place! Sales interviews are often a nerve-wracking prospect, especially if it’s a job you’d really love! Don’t be daunted by the prospect, as a salesperson you’re in the perfect position […]

  In sales, a lot can depend on the outcome and results of our efforts. If we succeed or progress with the sale, we tend to increase our motivation, improve our self-esteem and build our credibility. If we lose a […]

  You know well how customer don’t buy on price alone. The risk that is taken when they buy the cheapest option is sometimes too great and so other components are taken into account when decisions are made. We often […]

  You will be aware of the changing nature of sales, driven by the ever-evolving requirements of businesses and their decision-makers. The old way of selling (cold-call, qualify, present, resolve, close) is being superseded by the consultative and insightful approach […]

  Let me say something that, on the face of it, may sound puzzling. You learn more when things are going badly than when they are going well. Go on, admit it…that’s an interesting statement (even if you don’t agree […]

  Brand is often described as ‘a variety of something distinguished by some distinctive characteristic’. Apple’s brand, for instance, is characterised by the statement ‘Think Different’. It creates a label in people’s mind that attracts them and builds trust in […]

  So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your solution. What do they really want and need […]

  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 […]

  You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of […]

  Most sales people have aspirations of being the best in their field. Most have a desire to excel beyond their peers and rise to the top of their industry. One of the most frequent questions I get is, “How […]

  There’s a universal law that states you attract what you focus on. By focusing on ways which you can be productive in sales, you tend to see things that add to that productivity. And it works the opposite way, […]