Planning & Mindset

Learn From The Past, Plan For The Future

As the year draws to an end, it’s time to look back at what we did right, learn from what went wrong and plan ahead for a successful new year. Firstly, what went right this year for you? Look back…

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Check Their Buying Motives

We’ve all been told that buyers these days are only interested in price. Well, if that’s what you really believe, you will be right. You’ll attract that response as soon as you open your mouth. However, our research has shown…

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Principles Of Success In Sales

As salespeople, we’re always looking for the magic pill, the holy grail that will ensure our success in sales and help us achieve riches beyond our dreams while doing as little as possible. Well, we can dream! Is there such…

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Offer Something Better Than Discounts

How do you react when your customer requests a discount? Usually, we react in one of two ways…either with disappointment that we hadn’t built up the value in the customer’s eyes before discussing price, or with anticipation that we may…

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Your Best Prospects Are Your Current Customers

How many times has your manager told you to go out and prospect? If they are worth their salt, I hope it’s hundreds of times. And they may even have given you a lead sheet to help you on your…

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What Is Your Reticular Activating System And How To Use It In Sales

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

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Building Great Relationships With Customers

Poor salespeople aim to close the sale; great salespeople aim to create relationships. Take that phrase, write it out, laminate it and keep it close to your heart. It will always keep your drive in the right direction. Many salespeople…

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Some Home Truths, Relationships Are Built On Value

In a previous blog, we covered off some home truths that salespeople still cling to, in the hope that the olde worlde still exists out there somewhere. The fact is that although many salespeople still sell the way they did…

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How To Learn From Your Selling Failures

How do you feel when you don’t make a sale, hit your objectives or make your target? A lot of salespeople we talk to consider themselves to have failed if they don’t achieve their goal. They are certainly made to…

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How To Learn From Your Selling Failures

How do you feel when you don’t make a sale, hit your objectives or make your target? A lot of salespeople we talk to consider themselves to have failed if they don’t achieve their goal. They are certainly made to…

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How To Follow Through After Closing

One of our trainers asked delegates on a recent open sales course, when was the sale actually completed and finished? All the delegates volunteered that it was when the prospect said ‘yes’ to the sale. This was termed the ‘close’,…

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Stand Out When You Follow Up

People buy from you because of who you are, right? That’s what most buyers tell us. You’re impression on the customer can make or break a sale. Even if you have the best product and service, even if you’re the…

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