Planning & Mindset

Sales Skills Test

The Seven Habits Of Sales Excellence

Stephen Covey is, and always will be, one of the most influential figures not only in my life, but in many people’s lives I know. His death tragically cut short an input to humanity that will never be forgotten. His […]

Change From Being Effective To Affective

I had a very interesting conversation with one of my clients this week. We had trained many of his sales people, and he wanted more development for a select few of his team who had been with the company for […]

The Last Call Of The Day – Why It Is So Important

What’s the best part of the day for you? Be honest! Some answer that question with ‘the call where I get an expected yes!’ or ‘the time where I have the time to catch up on important things’. Others will […]

The Mind-Set Of Sales Excellence

There was once a footballer who had a great game. His forward play was faultless, his precision applauded and his deft touches sublime. He hit a superb hat-trick and was fated all round the world for his performance. An English […]

How To Become The Best Salesperson In Your Industry

We get hundreds of salespeople going through our sales courses each year. We often ask them, “What are your goals, hopes, dreams? What do you want to be?” Among the many answers we get, one seems to crop up more […]

The Golden Rule Of Sales

There isn’t just one rule of selling, of course. When many salespeople get together to chew the cud, the discussions often get round to comparing their best sales lines, closing techniques and high-profile customers. Ask any of them and they […]

The Importance Of ‘Trust’ In The Sales Equation

Here are some simple facts about selling: In order to sell anything you must be able to influence other people. You cannot influence anyone if they don’t TRUST you! The higher the value of the sale the more TRUST is […]

How To Guarantee Successful Results

I’ve always been a fan of quotes. These short, pithy sayings that bring to life ideas and deeper thoughts often are responsible for inspiring and driving greater performance and results. One that I have loved for many years is actually […]

Navigate Your Way To Sales Success

While on holiday this year, I had the chance to go on a fairly large boat and enjoy the Mediterranean in all its glory, while sipping a wonderfully refreshing drink and enjoying the fabulous views around the island. The pilot […]

Structuring A Winning Sales Call

Rather than allowing the prospect to take control of the call, we need to play a pro-active part in the sales call, so we can show the prospect what is best for their business. Think of yourself being the pilot […]

The Mindset That Keeps Problems Unsolvable

Problem-solving is a key skill for business people, and salespeople are no exception to this rule. Problems occur in many guises; they aren’t just restricted to what is going on when the customer is confirming their situation. Sometimes, salespeople face […]

Overcoming The Fear Of Failing In Sales

The sale is the most important aspect of any business. No matter what you make, no matter what service you deliver or what you do – unless you persuade enough people to pay you for doing it you don’t have […]