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.
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...
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...
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...
“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...
‘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,...
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...
You need to make your September Sales Meetings count as they lead into, what are for many people, the highest sales revenue generating months of the year.
Sales Meetings come down to...
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...
Every time we go onto a web site it seems we end up being approached, gently, by a smiling avatar offering you a ‘chat’ interaction. Sometimes it’s right at the beginning, even before we’ve had a...
One of our customers is very naughty. What this person does is get us working on projects ahead of the official procedure. So when they are questioned on it, by a superior, the response is ‘well...
This summer we celebrated 15 years of being in business. This itself would seem to be achievement enough, however set that against our history then the fact that we are still in business after all...
In recent years retailers have benefited from a credit fuelled boom which has done much to maintain growth. Consumers in the UK are now definitely feeling a squeeze, and retailers are yet to grasp...
We spoke to a gentleman recently, whom we had worked with in India a few years ago. We trained over 200 people in Delhi, which was an amazing experience. The trip was essential for us as a company...
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...
I was walking my dog yesterday evening and I saw an old lady struggling with moving her wheelie bin.
I went over and helped her get it back up to the side of her house. I asked her if her...