Sales can be a difficult, lonely place. (sob!!!) But it is all about contacts, who you know and trust, who trusts you and knows you....

On Friday night we had the honour and pleasure of being hosted by Air Vice-Marshal Ross Paterson, Air Officer Scotland, at 603 Royal...

This is our third blog aimed specifically at questioning skills for salespeople. The third in a trilogy, a bit like Lord of the Rings but...

Overheard a conversation once that went along the lines of "You're a typical salesperson, you promise me the earth, but you end up giving...

The natural reaction when we fail to win business, or lose an existing customer, is disappointment and frustration, perhaps even anger...

What is it about making calls that salespeople hate? The dictionary definition of reluctance is: 'Unwillingness or disinclination to do...

Right, follow up. This is a sales tip about something that we as salespeople fail to do more often than not. Statistics tell us that 80%...

We're currently looking to get our kitchen renovated at home and we've been doing the usual thing of calling into showrooms and having...

First things first. Your charity or non-profit organisation ('charities') is a not for profit business, but unless you run it like a...

When I first start working with businesses, many of their people worry that I'm going to teach them how to "sell". It’s as if sales is...

Sales is all about relationship building! A friend of mine recently went for a job interview. At the end of the interview when she asked...

The fact that we're constantly blogging about price suggests to us how much it is in our minds, and psyche, as salespeople. Competing...

In professional services we're all about selling more products and services. Hitting targets, making profit and keeping our bosses (and...

In my business I want to become a trusted advisor to my clients. As a sales consultant I want to fully understand and meet the needs of...

We're all aware of the 80 / 20 rule in sales - that is that 80% of salespeople answer 'yes' to the question 'Do you adopt a needs-based...

As salespeople our default position is often to inaction - we don't want to pester people or be seen as hard selling.

So how's your elevator pitch? Hang on a minute, what's an elevator pitch? Right. You're at a networking event where you've just met...

Is it getting a bit hot in here???

At the risk of sounding like my Dad...it was better back then!

You are what you deliver.