I was training clients earlier this week and a realisation came to me right in the middle of the session. We were talking about the importance of asking questions and the danger of answering questions when it occurred to me that I was asking my delegates to learn a new language. Regular readers and subscribers will know that I am extremely insistent upon any sales person not answering customers questions directly, rather I’d want them to acknowledge their question and ask a clarification question instead. Much of my sales training involves delegates getting a real understanding of what really happens … Continued
Is selling hard? When I was selling corporate life insurance in the early 90’s, I thought selling was extremely challenging. It’s safe to say that having had great results in the fashion business, where I was fearless, innovative and successful, by my mid twenties, after three months of cold calling I had learnt fear and tasted failure. It wasn’t pleasant. Selling commercial life insurance in 1993 was no easy task. The good old days of no regulation, high returns and trusting customers had been replaced by red tape, questionable practices, lower returns and doubting customers. Having gone from the comfort … Continued
Good morning! “Plus ςa change, plus c’est la même chose” So said Jean Baptiste Alphonse Karr in 1849 The more it changes, the more it stays the same. This sales training and motivation blog concentrates on the fact that sometimes it seems as if we are just repeating the mistakes of yesteryear, again and again, never learning or changing our behaviour. Considering that my business is all about changing behaviour and learning from mistakes, it would appear that I should address this. Consider the following: I think you would agree that we are living in the face of increasingly difficult … Continued
Where are we going and how will we get there? By Adam Caplan I was in Rome recently. (Yes, I know, when in Rome…..) I don’t know if you’ve been there (I advise it, it’s really lovely) , but one of the ‘must see’ sights is the Trevi fountain. You might be forgiven for wondering what this has to do with sales training, management training or executive coaching, however, please read on! It’s an amazing baroque fountain and it’s worth the trip to Rome in itself. People queue up to thrown coins in the fountain and make wishes for things to … Continued
Sales & Management Training in London and Nationwide
We're a dynamic sales training business that specialises in sales training, management training and business skills coaching for companies based in London, the South East and throughout the UK although we've delivered training all over the world!
We'll train your existing staff and make them even more successful or, if you're looking to grow your team, we'll train and help you find new staff for you who'll hit the ground running! You can download (also free) the first chapter of 'Telling Isn't Selling - Cellular Selling' that dispels some of the myths of selling and revises this vital business skill from a psychological viewpoint! You can watch any of the sales training examples that are on the site to get a feel for the way we work. The results that our clients get from this really speak for themselves.