On my travels as a sales motivational speaker, I meet a lot of people who “fell into” sales. Infact, when I ask people at sales conferences to ask the people sitting near to them, “How did you get into sales?” the vast majority reply, “Well, I kind of fell into it.” So many people don’t choose sales as a career. They don’t sit in first school talking about how they want to be a salesperson. They don’t argue that they want to be Lord Alan Sugar instead of Rooney when they’re kicking a ball about in the playground and they … [Read more...]
3 Simple Sales Tips For Sales Success
June 15, 2011 By 3 Comments
I’ve had one of those weeks…. and it’s only Wednesday. I’m sure you have them sometimes too. Mine actually started 3-4 days ago with a nagging headache that built up and built culminating in projectile vomiting at 3am in the morning on Tuesday morning. In fact, I was still feeling nauseous, shaky and hadn’t slept at 615am and was due to get up in an hour to head down to London to give a sales motivational talk… Over the years, I have spent tens of thousands of pounds and invested a good proportion of my time into … [Read more...]
When Your Prospect Or Customer Says, ‘No!’, What Do You Hear?
June 29, 2010 By 4 Comments
Here's another question that came up recently. "When your prospect or customer says, "No!", what do you hear? How do you react? Rejected or challenged? What advice would you give to somebody just starting out?" As a sales motivational speaker I see the negative consequences of sales and business people dealing with this badly every day so here is my advice... It's not what is said, it is your interpretation that does the damage. How many people every year die of snake bites? The answer is none. People die of the poison, not the bites. … [Read more...]
Sales Psychology & Performance, LinkedIn Group
March 17, 2010 By 1 Comment
Check out my Sales Psychology & Performance, LinkedIn Group. As an author and sales speaker I get asked questions every day. Many of these are face to face, up close and personal but, increasingly, many of them are “virtual”. After an inspirational sales seminar many people email me to say that they enjoyed it and then ask questions... I welcome and enjoy these questions. After all, helping people to improve their sales results and build the businesses and the lives that they desire is one of the primary reasons that I became a … [Read more...]
Get The Sales Superstar Mindset, Video 3 Of 3
April 15, 2009 By Leave a Comment
Part 3 of Getting the Sales Superstar mindset. Sales success is about both skills and attitudes. In this the third video in this three part series we unlock the keys to the sales mindset for achieving sales success. Sales training tips and strategies for developing the mindset of a sales winner. … [Read more...]
Why People Think Salespeople Are Stupid…
May 6, 2008 By 4 Comments
Last week I was on the train travelling back from London having run two of my sales seminars – No Fear Cold Calling and Professional Selling Skills – and I was reading the Evening Standard. On page 12 (Comment - Thursday 1st May 2008) there were a few pieces written by Charlotte Ross and a picture of Kevin and Sara from The Apprentice. Underneath it was written the following… A bunch of true believers Salespeople have always mystified me. This year, most of the Apprentice contestants are drawn from that world, so … [Read more...]
5 Strategies For Building A High Performance Sales Team
April 7, 2008 By 4 Comments
Tips for sales managers, sales directors & business owners. Creating high performance sales teams is essential for any business wanting to achieve sales growth. Proactive, positive, consistent new business winning teams and salespeople are the holy grail of any sales organisation. All of my clients have their own unique ways of motivating, managing and leading their sales teams yet they all have problems from time to time in keeping those teams on target, focused and “up for it!” I’ve recently finished a tour with my … [Read more...]
Why Repetition Is The Key To Improving Your Sales Performance And Your Sales Results
March 5, 2008 By 6 Comments
A few things have happened recently that got me thinking about something very serious, something that could make a huge difference to your sales results and your sales performance... Last week I went out for a meal with some friends and one of them had brought along someone whom I had not met before. This person was in IT sales. They were in their mid to late twenties and had been doing it for about 3 years. Judging by their conversation, description of their job and a few other factors I guessed they were doing ok... comfortable in their … [Read more...]
If Selling Is So Simple Why Can’t Everyone Do it?
February 20, 2008 By 6 Comments
How many people do you know who have tried selling at some point in their lives? Out of all of those people, how many failed? The answer to the first question is easy, probably quite a few. At some point or other in their lives many people have had a go at selling even if only as a student or in their first job. You may not know the answer to the second one... it’s probably most of them! Probably most of them. Oh, for sure, they’ll tell you that they did well. They’ll tell you that they sold bucket loads! They’ll tell … [Read more...]
How To Upsell And Cross-Sell To Achieve Rapid Sales Growth
January 25, 2008 By 9 Comments
January has been a busy month of sales seminars, sales training and motivational speeches so I hadn’t had any time to think what I was going to write about this week until about half an hour ago… I was sat at my PC in my home office, tidying up some emails when one of my good friends called. It’s been a while since I have spoken to him so I was delighted to hear from him. After a quick catch up we quickly focused our attentions onto setting the world to rights! He said that he has something he thought I would be interested … [Read more...]
