I spent some time last week with two very different clients looking at how they run their businesses, in particular at how they run their sales teams. Different businesses with very different sales teams. One has a team that is field sales and one is telesales based. In both teams there are problems with salespeople not doing what they are supposed to do. I do find this baffling really. You are working for a company as a salesperson. They pay you a basic salary to deliver a certain amount of sales activity and commission or bonus based on your sales … Continued
KPI’s and the Math Of Sales Understanding the math of sales is pretty important to being successful in sales. So, what do I mean by ‘The Math Of Sales?’ I am talking about Key Performance Indicators, or KPI’s. KPI’s are used by sales managers across the length and breadth of the land to monitor how their teams are doing. Whilst this is important for them it is even MORE important for the salesperson. KPI’s are how you will improve your ability, monitor your activity, motivate and drive you to ultimately being successful. So let’s look at KPI’s in their simplest … Continued
This film shows a session where I’m asking delegates to consider why it is so important for you to be asking questions all the time. You can have whatever you want, when you want it. This gives you an insight into some of the techniques I teach that help salespeople increase their sales, grow their results and make some dramatic improvements to their sales abilities. My techniques work, just ask my delegates for their feedback! If you want something, what do you have to do? It’s simple, you have to ask for it. However, society has conditioned us not to … Continued
Why do people have difficulty in asking questions? Surely it’s not hard is it? This film explores the reasons why we should be asking questions much more often that we do. Remember, all selling has to involve asking questions. For example… Do you want this in a pump or a loafer? When would you like the order delivered? How many items would you like to buy? How would you like to pay? There are a multitude of sales questions, many of them are ‘closes’ or ‘closing the sale’ questions. If you want to succeed in sales, you’ll need to be … Continued
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
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.