Bob Smith

It was training day again. Denzel Washington was nowhere to be seen but who needed him when we had Larry. It was 'classroom' training... more

Oct 3, 2016 9:30 AM Sales Technique

Always confront an issue during interaction with customers if it is causing them to act... more

Sep 5, 2016 1:00 PM Sales Technique

A salesperson’s reputation can be a vital component in making a sale, particularly if you are... more

Jul 25, 2016 10:30 AM Sales Technique

The New Man was a human dynamo. His reputation preceded him. He was known as one of the big guns... more

Jul 4, 2016 10:00 AM Leadership & Coaching

“Go and sign them up, Bob, and when I come to pick you up you can tell me how many sales you have...'' more

Jun 6, 2016 9:30 AM Sales Technique

Sometimes the best business training examples come from non-business settings. For instance a great example is from... more

May 6, 2016 10:00 AM Leadership & Coaching

“Sales management is like being a social worker.” So said my boss when I got my first Sales Manager job... more

Apr 4, 2016 9:30 AM Leadership & Coaching

I told Leighton, the legendary acting Sales Director whose disciples we’d become, that I was ready for the big promotion, Regional Sales Manager... more

Feb 15, 2016 12:00 AM Leadership & Coaching

Motivation is a funny thing. Some managers forget that it’s a tool to an end, not an end in itself... more

Jan 18, 2016 11:30 AM Leadership & Coaching

The one thing you didn’t want to get caught doing when you were a door-to-door salesman... more

Dec 1, 2015 12:00 AM Leadership & Coaching

Real-life sales tales from the good-ol-bad-ol days! more

Nov 9, 2015 10:45 AM Leadership & Coaching

Sometimes, when trying to persuade someone to buy something, you’ve got to do more than convince them of the benefits of the product... more

Oct 12, 2015 12:00 AM Sales Technique

I used to buy vinyl records for an independent record shop. Not exactly sales, I know. However buyers have to be able to sell concepts as well as salespeople... more

Aug 31, 2015 12:00 PM Sales Technique

Having a ready response to a customer’s objection can make all the difference. By replying confidently you immediately reassure the prospect that you are not fazed by the objection. more

Aug 3, 2015 12:00 PM Sales Technique

Leadership is a quality that most salespeople possess, even if they don’t always recognise it as leadership. more

Jul 27, 2015 12:00 PM Leadership & Coaching

Most dedicated thorough and half intelligent sales people can 'find' customers. As long as they are hard-working, not scared of research and know their product inside out, 'finding' customers will happen. more

Jul 6, 2015 2:00 PM Sales Technique

Jim always knew how to get me to laugh in front of a potential customer, which amused him more than it did me... more

Jun 22, 2015 12:00 AM Sales Technique

Working in an independent record shop was fun, even if it wasn't everything the film High Fidelity suggested it might be... more

May 26, 2015 12:00 AM Sales Technique

I’d only been a sales trainer for a few months and this was the first training course I’d prepared and run myself. more

Apr 27, 2015 12:00 AM Sales Technique

Real-life sales tales from the good-ol-bad-ol days. more

Mar 17, 2015 12:00 AM Sales Technique

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