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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 […]

In my role I get exposed to lots of presentations and pitches — so I thought I’d offer you some pointers for when you next present. Some of these tips seem obvious (but sadly not practiced enough) and others less so. So, whether it’s a one minute presentation at a networking event, or a 1 […]

Brilliant sales results do not happen by accident. Of course there’ll be an occasional fluke – but on the whole, sustained sales success certainly does not happen by chance. To be relaxed, confident and in control — and ultimately successful in sales — takes some level of preparation. From the shortest telephone chat to a […]

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. Sadly many […]

We as sales professionals have to be absolutely on top of our game. As Steven Covey puts it in his ‘Seven Habits of Highly Effective People’ we have to ‘Sharpen Our Saw’! So lets sharpen our email marketing skills. Let’s make sure we get it right in our email campaigns to give us the best […]

Has Sepp Blatter failed at FIFA — or just received some timely feedback? I’d love to ask him! There’s no such thing as Failure… Just results! Some results you’ll like. Some results you don’t like. The key thing is to learn from each of your experiences. The world is full of people who endured several […]

Do you know customers that have been in the same job since time began? Or that have the same lunch every day? Or lived in the same house for decades? In sales psychology terms we call them ‘sameness’ people. They simply don’t like change, certainly not in the contexts mentioned. Then again you may know […]

You will know by now I’m on a mission to improve the nation’s selling techniques. It seems every day I get 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. Take my colleague Jonathan’s example from a […]

When a company fails, the usual reasons get trotted out; “unfavourable market conditions” “the longest recession since xxxx” “fashions have changed” “the internet”. Maybe it’s the same if you don’t reach your sales targets? In my book these all group together into one ‘not me guv’ excuse. Anyone hiding behind these reasons for a failing […]

“When you say something about yourself it’s bragging. When other people say it about you — it’s proof!” (Jeffrey Gitomer) How good are you at collecting testimonials from your happy customers? Great? Then well done, keep it up! You’re in the minority though! Many business owners simply never get around to it, or are a […]