Hello, are you listening?
Someone walked into my office the other day and tried to sell me a charity subscription. It was one of those donation plans that automatically take money from your account every month. The moment I … Read more
Sales techniques, Sales training
Closing Techniques: the Half Nelson Close
In the end, sales is about closing deals. Just like football is about scoring. But just like in football, sales is not just about scoring, you have to have a good strategy and you have … Read more
Salestraining: 5 Great Tips for B2B Buffs
Selling to consumers is fun. There is not as much pressure, you usually don’t have to work late and closing a deal usually doesn’t require as much effort. B2B is where the pressure is at. … Read more
Are You on the Winning Train?
I live just outside the city centre of London. It takes me 15 minutes to get to London bridge station for instance. My office is a little walk away from there so I get on … Read more
Indifference in sales
I once made a big upsell while I was training one of my sales reps. The rep had been with us for a few months, but I would still accompany him on appointments every now … Read more
Sales Training: Five rookie mistakes in retail
Retail is different to most other type of sales. In some ways it’s easier because people are actively looking for something and they’re already in the buying mood. All you have to do is wait … Read more
Have you already bought your Olympics Tickets?
I’m going to the Olympics! When the money was debited from my account yesterday I knew I was one of the lucky ones that got tickets. The application process has been far from smooth and … Read more
Direct sales, Sales management
3 KPI’s that help you beat the 80/20 rule in sales management
Ever heard of the 80/20 rule in sales? It comes from a law called Pareto’s Principle, which says that in a country, 20 per cent of the population owns 80 per cent of the land. … Read more
Feel Felt Found
There is no fool-proof way to overturn any objection, but there is a system that comes close. “Feel, Felt, Found” is a great way to overturn an objection without telling the prospect he is wrong. … Read more
The Cost of Snoozing
You snooze you lose! We all know its true, but how much do we lose exactly? At some point in our careers, lots of us tend to think we can afford to be five minutes, … Read more