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.

Bob Morrell on April 30, 2018

Last week we celebrated a milestone for Reality Training. Ann Harris our Operations Manager, has been with us, for better, for worse, for 10 years!

When I first met Ann she had two young...

Bob Morrell on April 26, 2018

LinkedIn has a new and worrying trend. So I have a number of job titles, I am an MD of a training company, I am an executive coach and I am a consultant. That’s specifically what I do for a living...

Jeremy Blake on April 26, 2018

A recent Saturday in shorts was a first for many of us here in the UK and after six hours of gardening my face had truly caught the sun.

As I walked my dog around some local woods there was...

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...

Bob Morrell on February 6, 2018

One of the problems with Board meetings is that they very rarely allocate enough time to focus on what’s happening right now. When the Board...

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...

Bob Morrell on November 17, 2017

Another conference recently was the Advantage Cruise Champions Conference on the P&O Ventura in Southampton. This is a great event where each attendee gets some earning and information before...

Bob Morrell on November 17, 2017

Speaking at a recent event we were surprised at how willing the audience were to interact. A few years ago we did a series of conferences for retailers and travel companies and we were well...

Jeremy Blake on November 16, 2017

Most companies are obsessed by like for like figures and what has just happened in their business. Their other biggest focus is the future. Where are we going? What are my sales forecasts? What’s...

Bob Morrell on October 13, 2017
We love running company-wide, motivational events. You meet up with the client and talk about the exciting, once a year get together, where a few hundred people, would all arrive in one place...
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...

Bob Morrell on October 4, 2017

Many years ago I worked for a sales department of a local newspaper. This was in the late eighties and all the salespeople had their own booth. It was cork lined so you could pin all your prices...

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...

Bob Morrell on September 19, 2017

‘We’re adding a little something to this month’s sales contest. First prize is a Cadillac Eldorado, Second prize is a set of steak knives, third prize is – you’re fired.’

‘Oh,...