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 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...

Jeremy Blake on May 23, 2017

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...

Jeremy Blake on April 11, 2017

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...

Bob Morrell on February 14, 2017

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...

Anonymous on July 14, 2016

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...

Bob Morrell on June 8, 2016

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...

Jeremy Blake on May 16, 2016

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...

Bob Morrell on April 18, 2016

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...