Blog

Why do hotels have to focus on good customer experience?

Customers experience is extremely important across the service sector, but especially so in hotels. With competition high and the number of accommodation alternatives they can choose from numerous, a negative experience can mean they take their custom elsewhere. Here...

How your appearance can affect your success

Whilst we are told you should ‘never judge a book by its cover’ this is easier said than done. The same can be said with appearances. Whether intentional or not, people often make assumptions and judgements based on what people look like. These can be in terms of...

Telemarketing tips – the do’s and don’ts

Despite the increase in online sales technology, telemarketing still plays a significant role in generating sales for many companies. When carried out properly this form of sales can be really beneficial and help drive business. Here our five top do’s and don’ts for...

Understanding the buying process

The buying process is a five step process which was first identified by John Dewey (1910). Whilst the modes of sales may have expanded over time, with the internet now a major source, the basic premise of the framework remains as true today as it did 100 years ago....

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...

Get In Touch With Us