our blog
Browse through an assortment of blog posts by our very own experts and specialists. Our team has spent many years of delivering sales training and management development to a multitude of brands and partners. Here is where they impart their experience and knowledge they gained. Improve your understanding of the inner workings of your industry and how to apply this knowledge in your company’s day to day operations.
Machine Learning, Computer Vision, AI and so on goes the voiceover introduction of the Amazon Go Video, click...
In 1993 I was working as a waitress in a cocktail bar, that much is true....... Alright, a waiter, in Café Boheme in Soho where I had moved from behind the bar making cocktails. I had...
Yet another retailer is going to the wall with over 5000 jobs lost! This is another tragedy where retailers are putting concept over capability. The idea of a pound shop should be so simple; fill...
So House of Fraser is to close some stores in order to stay afloat. This is very sad news coming as it does after so many other retail brands who have suffered at the hands of changing habits....
It is said that Mothercare has a 25% market share in buggys and cots and larger items. Yet in their own statement they now make 43% of their sales online.
What this says to me is that their...
With the changing of the clocks, overnight we are handed an extra hour of daylight. The question is what are you going to do with it?
In the Nordics this is the beginning of seasons where...
Exhibitions are still popular, and the access they offer for face to face interactions and creating relationships is impressive. Attending a show at the Exel recently I wandered through one that...
So another 1000 jobs in retail go and 60 stores shut.
I was in New Look a few years ago, and I remember squeezing through the rails, and trying to find some space to stand as people pushed...
We commented recently on the Toys R Us situation – and now they’re gone, on the same day that Maplin goes. Over 5,000 people out of a job and big questions around ‘how this could happen?’ filling...
Why James didn’t Buy - a short story
As James parks his car in town to head to the hardware store, he sees that it is covered in scaffolding and his access into the...
The role of marketing is to generate enquiries. The role of sales is to convert those enquiries.
Most marketing people are paid a salary that is fixed and based on their level and years of...
Wandering around the Arndale Centre in Manchester, in early December, I became more and more concerned for the sanity of some of the retail colleagues I saw doing their jobs. Not only were they...
In a scene from the 80’s film ‘Tin Men’ (about salesmen selling aluminium cladding to gullible home owners) a lady starts to ask two men (pretending to be working for Life Magazine writing a...
“Check you’ve got the MAN!” A mantra from my 90s selling days. The MAN was the person who had 3 things enabling them to make a purchase decision:
- The Money
- The Authority...
What is an Objection? How Do You Overcome Them and Increase Your Sales Conversions?
What’s the difference between a complaint and an objection?
You only get to make...
Just before the summer break Reality Training ran two Brexit Briefing events.
These were developed to ensure business leaders learn what they have to do to support and inspire their sales...
The economic indicators are on a downward spiral. In fact, unless you are an exporter, you’re probably having a tough time to maintain your position, or match last year’s performance. As a...
If you end up on a European beach this summer you will be accosted at some stage by teams of highly skilled people – mostly men, who will try and sell you sunglasses, jewellery, throws, beach...
Last week Jo Bourne and I went as the Reality Training sponsors to the Agent Achievement Awards. These travel awards are in their 22nd year and are now presented by Travel weekly.
We had 19...