Sales Blog

How To Take Effective Notes During A Client Meeting

From time to time on our Sales Courses we’re asked about the best way to breach the subject of taking notes in a client meeting. Some state they’re worried about asking or simply taking out their notebooks because it may […]

Be A First Rate Version Of Yourself

I remember years and years ago being on a sales training course where we were learning sales coaching skills. The facilitator was coaching someone to use a golf putter when they had never played golf in their life. It was […]

Questions To Ask When You Review The Sales Call

Whether you’re successful or not on a sales call, it is always advantageous to review what you did and didn’t do. This is your own Sales Training review 101! The main reason for this is to check whether you and […]

53 Takeaways From The Wolf Of Wall Street’s London Seminar

The Wolf of Wall Street’s story; his rise, his lies, his demise and now the resurrection of Jordan Belfort’s career has fascinated me. So much so that when he came to London at the Excel Centre to run a short, […]

Negotiation Tactics To Look Out For: “The Nibble”

You’re nearly there. The sale is drawing to a close and you’ve been negotiating back and forth. You can see the light at the end of the tunnel and finally the relief comes over you as they say “Right, let’s […]

Responding When Customers Enquire About Price

The whole economic world has changed in the last few years. It will never be ‘business as usual’ again. Most companies that haven’t adapted to the changes will either no longer exist or will have suffered dramatically. One thing that […]

How Pain and Gain Can Help Clients Make Decisions

When we are working with a client, we need to know what would be the best way to encourage them to make decisions that draw them to our products and services. It’s been known for some time by psychologists that […]

Only Present Sales Solutions To Needs

“He keeps talking in techno waffle! I don‘t  understand half of what he says. I’ve got a simple problem that needs solving, not something that requires a Rocket Scientist!“ – A Confused Prospect I come across this a lot. You  […]

How To Use “Move Towards” & “Away From” Language

We all have a number of internal filters that information from our senses passes through. Language is one of our internal filters, which influences how we think and enables us to communicate with others and with ourselves.  If you listen […]

Heard Of The Straight Line Sales System By Jordan Belfort?

The Wolf Of Wall Street in my opinion is one of the best sales movies of all time. I just love it. I love it for the fast pace of the movie and the sales. The film is about Jordan […]

3 Key Ingredients For A Successful Sales Meeting

There are 3 main aspects of your performance in a sales meeting that can really encourage the prospects or client to come on board with you. Find out exactly what these 3 key ingredients are in our infographic below. Click […]

The Sales Manager’s Guidebook

Improve Your Sales Management Skills The Sales Manager’s Guidebook contains a wealth of valuable information for sales managers, split up into 3 manageable volumes which cover the main aspects of sales management. From the Guidebook you will learn… How to […]

Investigating, Prospecting & Planning For the Call

There’s a quote originally attributed to Abraham Lincoln that goes something like “If I had an hour to chop down a tree, I’d spend 55 minutes sharpening my ax!” I’ve always been intrigued by that idea; spend more time planning […]

Improving The Quality Of Leads At An Exhibition

As a sales manager, you probably have the responsibility of manning your company’s exhibition stand. But like most sales managers I have met over the years on our Sales Training Courses, it’s unlikely that you have received any formal training […]

Finding Out Who The Decision-Maker Is

There’s one bugbear that most salespeople tell us about when we run Sales Training for them. And it’s the lack of ability to get the decision-maker’s name when calling a company. Now, I totally understand the rationale behind why many […]

The Importance Of Coaching In Sales Leadership

Training Alone Won’t Develop Sales Leaders UK companies spent a combined £13 billion on sales training last year. They made this investment with the hope that training would dramatically improve their top line growth by transforming their average sales reps […]

5 Ways To Gain Commitment From A Client

We often get salespeople asking “What’s the best ‘close’ I can use?” or “How can I ‘close the sale’ more often?” Putting the emphasis on the ‘close’ can be a big mistake in the sales process. Too often, the salesperson […]

Condescending Sales Phrase Examples To Avoid

In any profession there is the risk that you will pick up bad habits, and it often seems the longer you have been doing the job the more bad habits you have accrued and the harder it is for you […]

Solving Prospects’ Problems The Easy Way

The salesperson of today is a problem-solver who works in conjunction with the prospect to identify any issues that his organisation has and then uses that information to present solutions to the prospect’s problems or situations. Before you make your […]

Understanding Different Buyer Types – Infographic

As a sales person, you cannot simply use the same sales techniques to sell to every prospects because not all prospects are the same. Each buyer will have a different way of thinking, a different way of understanding and a […]

10 Reasons Why Salespeople Fail

In our consultancies and trainings with salespeople, we consistently get asked how to be successful in the career they have chosen. There are so many answers to this question, and many books have been written with authors’ opinions on what […]

What Should Be On Your Pre-Call Checklist?

When  we discuss planning and preparation with salespeople, they consistently see the need for ensuring they are ready for the call and have the confidence in their products and services. But when we dig deeper, we often see that many […]

Why Matching & Mirroring Really Works

  Have you heard of matching and mirroring? It’s something that we regularly cover on our Sales Training Courses, but do you know what it is and the background behind it all? It’s the concept psychologists talk about when they […]

How To Transition From Small Talk To Business

This is an interesting question that came up in one of recent sales courses. The sales person wanted to know if there was an ideal time period to spend on idle chit-chat (or rapport-building, as he termed it) before getting […]

Building Rapport – Infographic

Whenever you use phrases like “I only do business with him/her” or “I think that person really understands me”, the likelihood is that you have experienced ‘Rapport’. Rapport is a personal state between two or more people which allow relationships […]

How Digital Influence Affects The Buying Decision

  You don’t need me to tell you that we need to increase and improve our customers’ experiences for them to develop loyalty and advocacy to our businesses. Depending too much on new customers rather than selling more to existing ones […]

A Day In The Life Of A Sales Person – Infographic

Many business people think they know what a sales professional does with their day and could map out exactly how the average sales person spends their time, which would probably involve a few meetings, some cold calling and (of course) […]

10 Qualities That Make A Super-Salesperson

  All salespeople are judged on the results they achieve. It’s no good making all the calls, completing all the paperwork, asking for the sale countless times and overcoming sales objections time and time again if the orders aren’t coming […]

Is Your Prospect Satisfied With Another Supplier?

A family friend told me recently how she had a total change in the way she viewed her job, and asked me if I could help her get back the motivation she once had. Naturally, I helped her out. But […]

Positioning Yourself As A Sales Professional

Your brand is what goes before you. Everything you do reflects on that brand. Your image can be enhanced or stained depending on what you do or say to or with prospects. Branding is a professional statement of what your […]

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