In business we seem to spend most of our time focussing on results which, by their nature, are historical and backward looking.

As most of my business contacts know I'm a long-term squash player. When I say long-term, I started playing when I was 17, so we're not...

Over Christmas we spent 3 days at Halls Gap in the Geriward mountains (Grampians) in Western Victoria, about 3 hours drive from...

"Building fruitful and lasting relationships starts with abandoning the conventional 'me' -based thoughts that are so prevalent in the...

How often do we hear it?'Sorry you missed out on price'  'We're going with a cheaper supplier'  'We can't justify the extra spend'  'We...

There are many reasons for customers delaying a positive response to your proposal, and you probably won't know what most of them are!...

Ok, your Sales HUM is more a state of mind than a noise, but in our experience it can separate high performers from the rest of the...

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...

Sales Management is about getting out of your office and observing the game where it's being played.

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...