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.

Jeremy Blake on March 26, 2018

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...

Bob Morrell on March 26, 2018

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...

Bob Morrell on March 26, 2018

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...

Bob Morrell on March 2, 2018

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...

Jeremy Blake on February 22, 2018

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...

Jeremy Blake on December 21, 2017

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...

Bob Morrell on December 21, 2017

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...

Jeremy Blake on October 13, 2017

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...

Jeremy Blake on September 26, 2017

“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:

  1. The Money
  2. The Authority...
Jeremy Blake on September 26, 2017

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...

Jeremy Blake on September 7, 2017

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...

Bob Morrell on September 7, 2017

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...

Bob Morrell on July 25, 2017

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...

Jeremy Blake on July 20, 2017

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...

Jeremy Blake on July 20, 2017

As I type, someone is putting up a mystery shop results sheet on a staff noticeboard in a contact centre in Manchester, or Mumbai.
In the staff room of a retailer in South Devon or South...

Jeremy Blake on July 20, 2017

Garbine Muguruza destroyed Venus Williams in the second set of their final at this year’s Wimbledon.

Here’s some of the stats:

Unforced errors 11 to Williams 25. 25 points is over 6...

Bob Morrell on July 5, 2017

Over the last couple of years, we’ve done more web chat projects than ever before. It’s the new channel ‘on the block’ and so successful because it’s just so convenient for customers. I can sit...

Bob Morrell on June 22, 2017

What’s stronger? Fear of your business not growing, or fear of losing customers?

The answer is that it is always the fear...

Jeremy Blake on June 5, 2017

Many of you reading this were born well before CRM (Customer Relationship Management) software was born.

Early pioneers were husband and wife team Robert and Kate Kestnbaum, who pioneered...

Jeremy Blake on May 23, 2017

Bob and I recently spoke at several conferences in April and May, a flurry of sales conferences as the new financial year begins.

At one event, we talked about the power of Related Stories...