Sales Stories

How To Find Out What The Prospect Values Most

How To Build Value note

Years ago, when I was on holiday in Disneyland, my family and I were enjoying a drink and some snacks when we were approached by one of the sales staff from the resort we were staying at. He recognised us and got us into conversation about our holiday. Of course, I recognised immediately that he was trying to up-sell us…

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Why Storytelling Is Becoming The #1 Sales Skill To Master

Businessman holding card saying the power of storytelling

As we were growing up, one of our fondest memories is often associated with sitting on our parent’s knee, being read a story. It created that initial and long-lasting bond between us. Maybe we were intrigued by a fairy-tale, or inspired by a true story of courage and bravery. Whatever it was, the fact we were regaled with a story…

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10 Timeless Values That ALL Salespeople Should Adopt

Choosing the key to success

The only constant today is change. When you look back 10-15 years, it barely seems to be the same world we are living in. And yet, there are some things that remain constant and never-changing, and I’d like to share ten sales truths that are everlasting. These are things that can drive our values and ideals, mainly because they are…

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What To Do When Your Experienced Sales People Have Lost Their Edge

man in frustration

They were once the sales people that you could rely on every month to pull in the numbers for you. But now for some reason they have gone stale. They seemed to make it look so easy but for some reason they’ve either lost their motivation, their hunger, skills or all of them! So what can you do to reignite…

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6 Components That Add Up To A Sale (And How To Utilise Them…)

Handshake In Business

We often get asked for the Holy Grail of selling, that one thing that would increase sales exponentially. Without being patronising, we say there really isn’t just one-size- fits-all when it comes to sales. But there are a series of components that, when applied together, help you achieve the sale more often than not. To check if there is a…

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3 Quotes That Will Inspire Your Future In Sales

Future in Magnifying glass

I came across three interesting quotes while doing research the other day, and they all give an insight into the future of sales. See what you think when you read these: “The modern consumer is digitally-driven, socially-connected and mobile-empowered. Sales reps will need to adapt or be replaced” – Jill Rowley, Evangelist for Social Selling “Your lead-generation methods need to…

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The One Small Mindset Change That Rockets Sales Success…

the same old thinking and same old results

I’ve always admired Jim Rohn. His insights into the deep philosophies of life always touch a nerve and his laid-back delivery is one that I admire. His untimely death has left a big gap in the motivational speaker’s circuit, but you can always catch his great talks on YouTube, or similar. One of his great quotes that resonates with me…

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“I’ve Been Selling This Product For Years” – So What?


Albert Einstein once said that ‘Imagination is greater than Knowledge’. I’ve always admired this thought, because often I’ve come across people who think that, just because they’ve been selling for many years and they have more product knowledge than their team mates and most of their prospects, then that’s all they need to be successful. It set me thinking about…

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A Sales Lesson From…Bird Droppings?

Dove drawing

I read an amusing story recently that made me think seriously about being a victim of circumstances and the attitude we should have about things. Apparently, reports had been coming in about a massive pile of bird droppings that had been building up at the Amherst Town Hall attic area, in Massachusetts, USA. Naturally, this was causing a health hazard,…

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Why “Always Be Closing” Is Not The Only ABC In Sales…

Accuracy, Brevity, Clarity

Years ago, I was working with a salesman who considered himself to be one of the best in his business. If he ever failed, he said that it was the prospects that the company gave him that caused the problem, not him. If profits from his accounts were down, it was the customer’s fault for wanting something for nothing. It…

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