Author Archives: [email protected]

But for most of us, after our summer holidays, we share that foreboding as we crack up our laptops wondering what ‘the figure’ of emails will be. Then there are the bragging rights. I reckon most people share their inbox total with their immediate colleagues within 30 minutes of discovering it (go on — be […]

Are old fashioned sales techniques dead and buried? Probably, according to this fascinating article “Death of the old-style salesman” from earlier this year. I thought it was a great read. It struck a chord with me and definitely reflected the changes I have witnessed during my 30 years in sales. The theme of the article […]

“I Wish I Could Sell Like…???”: Have you ever wondered why some people are able to exceed sales targets easily and consistently and others try really hard and don’t get the same level of sales success? It’s all down to Strategies! When you do things brilliantly and effortlessly it means you’ve developed a great strategy. […]

Here’s my motivation check list…how many of these questions can you say YES to? If you alone are responsible for the sales results where you work, ask the questions of you. Otherwise ask them for your team and anyone who sells on behalf of your company. 1.Does each member of your team know where they […]

Sales and the “F” Word: Phew! I thoughts things were supposed to get quieter over the summer? Not this summer! It’s been all go on the training front. Very enjoyable too. It’s my mission to help people and organisations to make more sales and it’s incredibly rewarding to watch people develop their skills and improve […]

Firstly — and I can’t stress this strongly enough, be in no doubt that your sales results will be directly influenced by the quality of questions you ask. So how good are YOUR questions? The subject of “open questions” figures in just about every sales manual ever written and every sales course ever delivered. That’s […]

How frustrating is it when you put in lots of hard work for little or no reward? Perhaps you’ve been working on a tender for a big contract only to see it cancelled, or awarded to a competitor? Or you’ve given a fabulous sales presentation, only for the meeting to grind towards its end with […]

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 […]

At Last! You can now get my “Essential Sales System for Small Business” as a download — Details here I would say that this programme will really benefit you if you can say yes to one or more of these questions… * Do you love what you do but you dislike the selling bit? * […]

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 Wednesday? Maybe. Let’s drill it down to your business, even your sales, especially your sales… What actions are you taking […]