What Language are you Speaking? The language you use has a massive impact on your results. That goes for the language you speak, and the language that meanders around internally in your head. If you keep saying things are hard...guess what, it will be hard! You're instructing your brain to expect hard, expect tough...and so that's what it will deliver for you.

Most companies I help receive incoming enquiries -- via the telephone line, emails, exhibitions, the list goes on. None of these companies convert 100% of those enquiries into a sale. Of course, 100% conversion is pushing it a bit! However -- there's no doubt that all of these companies had potential to increase their conversion rate, in many cases by a considerable amount.

Despite the onslaught of social media and on line networking, 'real life' networking is still a crucial element of many companies' sales and marketing strategies. Quite right too -- there are massive benefits to be had from attending networking events. Providing you're at the right event for you. Providing you do it well.

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.