Planning & Mindset

Keep Your Name In Your Prospect’s Mind

During longer sales cycles it’s critical that you keep your name in your prospect’s mind but you don’t want to become a pest either! I’m not just talking about those cringing “touch base” calls that you make. There’s no such…

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Increase Customer Profits To Increase Sales

What do buyers want from you? Cost savings? Discounts? The best price? They might tell you they want these things, and they may even be convinced that they want them, too. But all of these are really only in the…

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How To Manage The Stress Of Constantly Performing

Here’s a question I got asked last week about keeping on top of your game: “I work for ABC and have been the number 1 performer for the last 4 years. Can you maybe give me any advice on managing…

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How To Design A Sales Process

I received an interesting question yesterday from Keith Lassiter who sells conservatories. Keith asked me how to contruct a sales process from scratch. Now if you have to do this, here’s my top tip on how to make a start:…

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Get Them In Cheap & Sell Them Deep!

Have you ever experimented by offering different options for your products and services? If you do want to offer options then I recommend the power of 3 options because anymore than that and the information looks a little overwhelming. A…

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Are Sales People Born Or Are They Made?

I received this question from Tony Underhill 2 days ago: “Hi Sean, I’ve just read an interesting blog post on another site about whether sales people are made or are they born that way. As you are “my guru” what’s…

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3 Sales Lessons From Ricky Hatton’s Loss

There were 3 topical sales lessons to be learned from the aftermath of Ricky Hatton’s loss to the “Pacman” when it comes to improving your sales. LESSON # 1 – Hatton blames the training camp and his coach Floyd Mayweather…

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Sales Velocity – Shorten Your Sales Cycle For Increased Sales

“Sales Velocity” – it’s a new buzzword in town and I’ve just commented on another decent sales blog at Sales Excellence about the very subject. So what actually do we mean by sales velocity? Well, it’s how long the sales…

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Sales Slump? Nope! It’s Just Your Averages Catching Up With You

“But I’m doing everything the same Sean and my figures are awful, I’m in a sales slump – help!” Sometimes don’t fall into the trap of thinking that you’re in a slump when you’re not. Sometimes it’s just the simple…

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Does Your Team Use A Sales Playbook?

Just imagine if you were faced with a selling situation and you could look up which direction or action to take from a book that contained step by step instructions written down by the very best sales people in your…

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Are Your Closing Ratios Better Than An NYPD Officer?

  What are your hit rates? Do you understand the numbers behind your selling? If you are deadly serious about becoming the best sales person you can be then you need to understand the numbers at EACH and EVERY stage…

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Al Pacino’s Inspirational Speech For Sales People

Well, it’s a Friday and it’s time for reflection on the week that you’ve just had in sales. Did you give it your upmost best? What went well? What didn’t go so well? You see for us sales people, it’s…

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