Blog

Learning a lesson

My Company lost a £120,000 training opportunity last week and we are so grateful for losing it. Are we mad you might be thinking? No: the lesson we gained was invaluable. It’s not something we could have read in a sales book or learned on a webinar. We learned what...

What do you do?

Dear Sales Doctor, I am an IFA and I generate the majority of my new business by attending networking events. I was at an event the other day and was aware that out of 35 attendees, there were 4 IFAs. So when someone approached me and asked "what do you do for a...

Should you leave a voicemail?

Dear Sales Doctor, when cold calling, would you recommend leaving voicemails? That's a great question and I would definitely recommend you leave a voicemail, as long as it's the right message. Many sales people I train leave the following type of voicemail: Good...

Is sales a numbers game?

In my opinion sales is only numbers game if done correctly! I am one of the worst footballers you could ever meet and if I took 100 penalties against an average keeper I may score 3 by pure luck alone. If you took a footballer that had some ability, who practiced on a...

Helping people buy

In this current economic climate and buyers being more cautious with spending their budgets than ever before, now is the pivotal time a sales professional must always be on his ‘A Game’. It’s all about being able to demonstrate how you can add value to your customers...

Sell the difference

Question: Dear Sales Doctor, more often than not my prospective customer says my product is ‘too expensive’ and I find this really difficult to overcome, as we are more expensive than our competitors. My boss won’t allow us to drop our prices so I’m losing loads of...

What to do with a prospect who hangs up

At a training seminar, I was asked what to do with a prospect who hangs up on you even before you can get your opening statement out of your mouth. Should you just call back right away and act like you were disconnected, he asked. (He had seen a guru suggest that in a...

Feedback is a gift and without it…

Many of my clients tell me they have a great meeting and compile a proposal and then when they chase for feedback it goes cold. They can never get hold of the prospect and after a few attempts accept defeat. I recommend 2 emails to send. Feedback is a gift and without...

Never give anything away for nothing

I was with a recruitment company last week, helping develop and improve their face to face meetings. They met with a prospect and discuss terms and shared their fees were 20%. The prospect said, "they've never paid more than 12% for any recruitment agency and don't...