Are you proud of the prices you charge? Research has shown that a vast percentage of sales people don’t feel comfortable when it comes to discussing financial investment.  Why is this? Well, aside from being a terribly ‘un-British’ topic to talk about, it is often the case that sales people think their company is: Charging [...]

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We have just finished the fifth and final workshop of our first Selling at a Higher Level blended sales training programme. Part of this final session was spent reflecting on how the programme has helped to develop the attendees selling skills. One comment that was reflected around the room was how having a sales process [...]

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I’ve been wondering recently whether it is better to be a big fish in a small pond, or a small fish in a big pond.  There have been a number of reasons for these recent musings, some of which follow… The main reason for my ‘fishy thoughts’ is that I have been considering what motivates [...]

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We tend to fall into one of two camps identified by the well known question; “are you a glass half empty, or a glass half full person?” I am no psychologist but I am interested in psychology – particularly with respect to an individuals performance, motivation and confidence.  (An interest in psychology is helpful essential [...]

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The link between Confidence and Motivation is facinating.  The power, strength and versatililty of the human mind.  Amazing.  I’ve written on this subject before, albeit in a rather abstract way. So much of the work I undertake as a sales trainer, coach, motivator is, at the lowest common demoninator, ultimately brought back to either improving, [...]

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Why is making time to plan so difficult?  In fact I should re-phrase that.  It’s not making the time alone that is a challenge, it’s making the time and then executing effectively so that you come away with constructive actions and next steps that is the real challenge. Everyone knows that planning leads to increased [...]

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I’m sitting at Heathrow Terminal 5 waiting for my flight home to Newcastle.  I am tired.  Tired in a pleasant way because I’ve spent the last few days on a narrow-boat meandering down the river Thames around Oxford with friends.  The excuse for this trip is the impending marriage of a good friend at the [...]

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Why do we so often leave great customer service to chance? We ate out earlier this week and almost ended up wearing our meal.  This wasn’t because we’d been rude or had upset anyone, it was just that we were being waited on by a young, untrained and therefore unconfident waitress. What was so disappointing [...]

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