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Wiseacre

Big Al was a great sales manager but he forgot the importance of monitoring mileage... more

Opinions

Sometimes what gets sales is not adherence to some complex theory or some gift of the gab or some dynamite killer closing line... more

Sales Technique

I’d never been on a sales call with Bill, the boss of the publishing company I’d just joined... more

Leadership & Coaching

Salespeople should put themselves in the shoes of buyers. It’s an educative exercise, especially if you are a salesperson... more

Sales Technique

Although young and inexperienced in the sales industry, even we realised door to door cold calling... more

Sales Technique

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

Sales Technique

James was very friendly for being a new boss. While we all professed to want a boss who was... more

Leadership & Coaching

Pat was one of the few 'gift of the gab' merchants who transformed himself into a super salesperson, complete with real skills and a durable attitude... more

Sales Technique

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

Sales Technique

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

Sales Technique

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

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

Sales Technique

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

Leadership & Coaching

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

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

Leadership & Coaching

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

Leadership & Coaching

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

Leadership & Coaching

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

Leadership & Coaching

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

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

Sales Technique

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