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The making of a Mentor

The making of a Mentor

I’ve been developing sales people for nearly 30 years and have a career in sales which goes back even further, and it’s this experience I draw on to build the content of my sales workshops, check out the testimonoals of some of my apprentices,...
The Structured Sales Process

The Structured Sales Process

At the heart of our training programme sits ‘The Structured Sales Process‘, a learned skill which can optimise the potential of any sales person. Founded on the solid principles of discipline and process it supports the sales practitioner through the...
The Trojan Horse

The Trojan Horse

I have been working in sales for over 40 years and during that time many things have happend which have changed the way we approach sales, mostly for the better it as to be said. However, one thing that hasn’t changed much during all that time is the immovable...
Resist The Dark Side

Resist The Dark Side

Resist the temptation of the Dark Side When you have a product or service you really believe in, and when you are excited about the many useful, perhaps even unique features it may have, it’s easy to see where the temptation to share all of the good news with...
The Jedi Sales Code

The Jedi Sales Code

There is no confusion, There is planning & preparation. There are no strangers, There are introductions. There are no features, There are needs. There is no doubt, There is confirmation, qualification & the trial close. There are no concerns, There is the...