Forget you and forget your standard sales presentation. Let me explain...all of us have our own unique way of perceiving the world. This map has been created from the moment you were born to this very day...all your experiences have gone into the pot and created your map. Nobody else will have had your experiences in exactly the same way. They will have had their own experiences and will perceive the world in their very unique way.

Do You Know Your Customers' and Prospects' 'Sales Direction' Filters? Knowing the Sales Direction Filters of your customers and prospects is crucial to increasing your conversions and generating all round improvements in customer relationships. At The Sales Consultancy we think they're vital in business and could not imagine our customer relationships without this knowledge. So what is a Sales Direction Filter?

Cards on the table -- I'm a massive fan of mentoring! So it's a big yes for mentoring from me. We all need help now and again. Help in the form of unbiased support, a friendly prod to move things along, maybe just an understanding ear. I've found that those who say they don't need help often need it the most!

"You don't get what you want in life; you get what you expect"‏ Here's some questions for you... Do you know where you're heading? In work? Away from work? In Life? Where is it all leading to? Does it have to lead anywhere anyway? A bit deep for a Friday? Maybe. Let's drill it down to your business, even your sales, especially your sales... What actions are you taking to get you to where you want to go? That's assuming you know where you want to go!

Why are Selling Techniques so bad? You will know by now I'm on a mission to improve the nation's selling techniques. It seems every day I collect more evidence of just how big a challenge that is going to be! On the other hand a bottom less pit of potential work it seems...

What excuses are you making? Excuses can be very easy to find when it comes to explaining away disappointing sales performance -- and especially when we allow ourselves to go and search for them. In 30 years in selling I've heard them all...

Did you know that, without meaning to, you're turning away up to 40% of your potential customers? Let me explain. In a nutshell, when choosing products or services, your customers will be motivated by one of two things; pleasure or pain. Never is the pain and pleasure principle more apparent than in the selling arena.

Referrals: Are you asking? Of your most satisfied customers of 2014, how many of those customers have you asked for a referral? Most sales and business people never ask for referrals. Those that do often ask when it's too late -- and make a fatal mistake when asking for them (more on that later). Yet referrals are just about the easiest, quickest and least expensive way of increasing sales and building your business.

In the past 30 years in sales, I've learned a lot. I've also experienced failures, but from those failures I've learned the most. The road to success can sometimes be a little bumpy, but I've narrowed down the lessons I've learned and will share my three keys to success with you. These are my three sales mantras. Think of them as bumper stickers.

A sales team needs to be properly equipped so you can feel confident that you are harvesting the best opportunities to ensure sales success. Don't risk missing opportunities by stopping at only going for "low hanging fruit." You'll need to harvest from the whole tree -- and for that, you need the right tools.