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...

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...

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...

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...

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

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

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...

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...

I’m enjoying a book that my eldest brother Charlie bought me called Philosophy for Beginners.

I have now have arrived at William of Ockham.

He was born in 1290 when Edward I was on...

A few years back Bob and I found ourselves in a great little hotel in New York, on West 47th St overlooking The Brooks Atkinson Theatre. A few doors down was a family owned Italian restaurant that...

This blog post is aimed at any Sales Managers, Sales Directors and Salespeople who are curious about sales techniques.

Like many, I have been enjoying the Georgian romp that is ‘Taboo’ on a...

Long live follow up!!

Well where to start with this one…

Have you worked in sales?

Have you ever tried to earn commission through selling products or services?

You have...

You are recruiting for your sales and service team, so what type of person will serve you best? People who are more self aware, or people who are more outward in their perspective?

Let’s...

Everyday you are confronted with choices. Which shirt to wear, which shoes, what to have for breakfast, whether you should put a wash on or hang out the washing; and this is before you have even...

On a recent holiday, my son wanted a Real Madrid football strip. He and his mother had already seen one he liked (the away kit, Ronaldo’s name on the back) and had been offered it for 40 euros. I...

I’m back from a glorious week in Devon where my family relaxed in Grandma’s immobile mobile home for the week.

We spent time on the beach and it hardly rained. We visited all of the nearby...

‘By “Don’t Ask If – ask which”, I mean you should always frame your words, (especially at the close) so that you give the prospect a choice between something and something, never between SOMETHING...

On a recent holiday in the Canaries, we went for lunch in an Asian themed restaurant. This was in a brand new retail park that had some fantastic shops and this restaurant offered us some welcome...

Jeremy Blake's first sales trainer, Adrian Webster, once said to him, 'In sales, make sure you are speaking to Mr Corbett.' What he meant was this, you can spend a great deal of time developing a...

In 1971, a few months before I was born, Albert Mehrabian published Silent Messages where he stated the results of his experiments in communication.

He carried out a series of face to face...