The Sales Apprentice 2009: Sales training tips from the hit TV show, week 12, the final
The final of the Apprentice. Cool, professional Kate versus passionate, entrepreneurial Yasmina. Their brief, design and pitch a new brand of chocolate. Sir Alan said they were his best candidates ever and that it was his hardest decision yet. Either could have won. Yasmina did. So that done (!), I thought I would sum up some of the core sales training lessons from this year’s Sales Apprentice… On... [Read more]
The Sales Apprentice 2009: Sales training tips from the hit TV show, episode II
So, we entered the second show with 14 apprentices left fighting it out for the “top job”. 730am - Sir Alan entered the apartment, “I hope you’re all enjoying this luxury penthouse I’ve got for you” he barked. “Your task today is all about supplying a service to people who work in the City… the task is that you are going to be setting up a catering service… first of all a... [Read more]
Tips for negotiating in the toughest of negotiation scenarios
How to negotiate like a sales superstar when it seems you can only fail… As with all of my sales training tips and sales strategies it´s important that you know how to apply tactics in the real world. Here is a negotiation question that has been asked of me several times and in several different guises:- Gavin. I´ve got a client who is already using us. He is using one product list... [Read more]
Getting to the sales negotiation mindset
Our sales training blog has just been referenced by this rather nice blog site on how to break into and excel in medical device sales, Non Sterile. Although there are many skills that are required for successful sales negotiation I think their point about being in the "right frame of mind" is critical. One of the communication skills employed by all successful salespeople at whatever... [Read more]
The Sales Apprentice: Sales training tips from the hit TV show, part VII
Ring! Ring! Ring! 6am and the teams are ordered to meet at the Lloyds Building. Cars will be with them in 20 minutes. Clearly, getting ready fast is important for big business people! How do all those Sales Apprentices get ready so fast? On arrival we found out that today’s task was all about “buying”. SAS wanted to test the sales negotiation skills of the teams by pitching them into... [Read more]
The Sales Apprentice: Sales training tips from the hit TV show, part VI
With the words that he was accepting no excuses about not speaking the language SAS set our intrepid Sales Apprentices the task - “take the best of British food products and sell them to the French”! Our teams were to buy their food and sell it from market stalls in an upmarket French town. With a quick balancing out of French speakers and the installation of Lohit and Paul as project managers... [Read more]
Why you should start high when in sales negotiations
One of my most popular sales training seminars is my Sales Negotiation Skills programme from the "Ingham Sales System". I think that there are many reasons for why this sales seminar is so popular but I am not going to go into them now! What I do want to do however is reiterate one of the simplest sales training strategies from this sales seminar… Start high in sales negotiations. As... [Read more]
Why I bought private medical care and why you should sell on value and never on price
One of the messages that us sales trainer types have been very good at getting across over the last few years is the motto of selling on value and not on price. In sales training seminar after sales training seminar around the country sales managers, sales directors and sales trainers keep banging on about value being key not price! As such, when I ask the question, all salespeople are quick to say... [Read more]
