Sales Blog

“Sean, what does it take to be a good salesperson?” Funnily enough, I get asked that question a lot! Want to know what I reply back to people who ask me that question? And this may surprise you but I […]

I remember my nan used to love Columbo. Everytime I was around her house as a youngster Peter Falk would be on solving another murder case wearing that horrible overcoat! I loved the way he used to play dumb to […]

I recently asked some of my weekly email sales tips subscribers and linkedin practical sales tips forum a simple question: “What’s the best piece of sales advice you’ve ever received?” Well, I’ve received over 200 replies and the list is […]

&nsbp; Do you need some sales motivation? If you ever need a little bit of motivation or inspiration, need a kick up the backside or just need to regroup and “go again” If so, then you really need to watch […]

Now if you have to make cold calls to set up appointments the following cheat sheet will really help you outt. Here’s my appointment making cheat sheet! Follow this guidance and you can’t go far wrong when setting up appointments. […]

How To Close Every Sale – Is It Possible? In a word – NO. I was speaking at a conference 2 weeks ago and afterwards I was approached by a sales person who had travelled over 1,000 miles to be […]

I received a great question in my inbox last week that was from a salesperson whose results were taking a dip yet his sales closing ratio was just as high as normal, the pipeline was a full as it ever was […]

Tips For Negotiating I get asked a lot for my top tips for negotiating and it all depends on what you are negotiating for. Sometimes a negotiation can be based on the price that your client wants to pay and […]

  Sales Managers need to be able to communicate very effectively. If you’ve been in management for any length of time you will already know it doesn’t take much to cause animosity, resentment, or even real distaste with people that […]

Phew, what a scorcher today was! So we decided to go to our local garden centre to have a wonder around and we ended up in the conservatory section! My 2 year old daughter and I were looking at some […]

When it Comes to Prospecting, Planning is Key Efficient prospecting is the difference between success and failure in every B2B sales career. However, good prospecting requires much more than just prospecting skill and professionalism; it also takes good planning. There […]

Is it the Price or the Cost? How to Overcome the Price Objection I’m surprised so many sales people still have problems with objections on price. The reason is that when you hear, “Your price is too high…” it is […]

Do you or your sales people often take sales rejection to heart? Maybe your team lack that ongoing sales motivation to keep on going and working through the numbers and not taking each sales opportunity as a separate event? We […]

How to Qualify the Decision Maker on a Cold Call One of the many challenges sales people face in setting appointments on the telephone is qualifying the prospect, which has become a major issue and causes tremendous amounts of lost […]

  I received a great question from a sales manager about sales commission. They are in charge of the sales operation for a B2B engineering firm, and he was dipping their toe into employing some telesales staff to set appointments […]

This is a long un, but a good un! I just received a question from a sales person called Jack. Jack wanted to know, among other things, how many times we should be contacting prospects and clients without coming across […]

Yes, success in professional selling does indeed rely on a little luck! That luck however, stands for Labour Under Correct Knowledge! Selling is a profession and as in any profession it will take skill, education, Sales Training, practice and expert […]

  When you prospect over the telephone do you always get stuck with the people who can never make the decision? You’re probably not qualifying hard enough. But instead, you might be making more and more cold calls and hoping […]

Do you make cold calls? Were you taught to be happy when making them and smile on the telephone? Well, the days of looking into a mirror when on the telephone is over! Many old outdated sales techniques and trainings […]

I received an interesting question not so long ago about the differences between a BUSINESS DEVELOPMENT MANAGER and a SALES EXECUTIVE. Here’s the question: “How do I help my fiance believe she isn’t selling but its just market development?” Currently […]