Category Archives: Sales Tips

The section where we talk about sales and give some tips on how to approach sales.

What’s the problem with Mercedes sales people?

There are words that have historically been associated with  people who sell used cars – pushy, sleazy, arrogant, slippery, devious and generally willing to do and say anything to make a sale. A friend of mine, June, is currently going through the process … Continue reading

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The 10 behaviours of a trusted advisor

The Ten Behaviours of a Trusted Advisor. Trust is the most valuable currency in building any relationship, and research (Johnson, Grayson 2005) shows that the more trusted an individual is the greater their sales effectiveness. If people trust you and … Continue reading

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Are you the Sales Leader you want to be?

People are persuaded by reason, but moved by emotion; the leader must both persuade them and move them – Richard M. Nixon One of the qualities associated with many successful Sales Leaders is that of Presence. People notice them when … Continue reading

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Improving performance in sales teams

Many sales managers are faced with the challenge of trying to improve team performance and the sales results of individuals in their team. They will provide coaching and training on an individual and team basis, but how can they make best use … Continue reading

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Are you selling to a need or a want?

“Sales are contingent upon the attitude of the salesman – not the attitude of the prospect. “ W Clement Stone Do you know why your clients buy from you? People and companies buy products and services either because they need … Continue reading

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When was the last time you showed persistence?

“Perseverance is a great element of success. If you knock long enough and loud enough at the gate, you are sure to wake up somebody.” Henry Wadsworth Longfellow I’m coaching somebody at the moment who used to work in Television … Continue reading

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Selling on the positive

Reading an exchange on Twitter this morning reminded me of one of the important lessons we pass on when we are coaching people on sales skills. One of our local MP’s was tweeting about the proposed boundary changes, when they … Continue reading

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Your best sales people are your customers

I was in Sports Direct in Liverpool One yesterday waiting to pay for something. They guy in front of me had a small football kit for his young son and he asked the assistant on the counter if she could … Continue reading

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