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...
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...
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...
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...
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...
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...
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...