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Thought leadership on LinkedIn

Try This This Week

Thought leadership is a powerful tool in building credibility with your clients. In this week’s Try This This Week, Nevil shares a few tips on how to engage with your clients and become a thought leader on LinkedIn.

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Storytelling in business

Try This This Week

Storytelling in business works particularly well to help get across a message. Storytelling has been around for 1000’s of years and we all remember the story of Goldilocks and the three bears don’t we? More importantly we know what it’s about. So, sit back, relax and watch Mike Lever tell you a short story as…

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Being yourself on LinkedIn

Try This This Week

When networking we meet lots of people with a great understanding of the core behaviours of “doing” business and being a genuine business person. However for some odd reason some of these same people adopt a completely different persona online. In this week’s Try This This Week Nevil gives a few tips on how to…

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Customer referrals

Try This This Week

In previous 3TW videos we have talked about customer referrals and how important they are to increasing sales. In this week’s  video Mike shares a few simple ideas on making it as easy as possible for your customer to refer you.

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Backing The Journal Pay Fair Campaign

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We’re backing the Pay Fair campaign and have signed up to the North East Institute of Business Ethics pledge. Thanks to Robert Gibson from The Journal for the interview and publishing this article on the Pay Fair campaign. You can read the full article  here and find out more about the camapign. You can sign up…

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How do you treat your prospects? Try This This Week

Try This This Week

It’s the first 3TW of 2015 and this week Mike shares his recent experience of trying to buy a car from four well known North East car dealerships.  Amazing to hear how four different sales people treated Mike as a potential customer.  

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Sunderland business boss shares secret of success with new book

Sales Success on LinkedIn - Sunderland Echo

Thank you to the Sunderland Echo for publishing an article about Nevil and his book “Sales Success on LinkedIn” You can read the full article here You can order a copy of the book in paperback format direct from us via this page (we can even sign your copy too) or in a hardback or kindle…

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How do you price a new entry into a competitive market?

value based selling

Earlier this month I was lucky enough to be sitting in and observing an NRT Sales and Marketing seminar at one of the North East’s leading Universities. The audience was made up of professors, lecturers and post-doctoral research students, from many different departments of the university each of whom were each working on their own…

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Are you selling on price?

Try This This Week

When we are working with customers we often hear the following: “You know what, our industry and our products are  unique and our customers only ever buy on price.” Surely if that was true then only the cheapest in a sector would sell. So why do some sales people still believe that customers only ever…

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Help! What’s the best way for phone based selling?

telephone sales training

Phone based selling is an important part of many organisations overall sales strategy. The phone acts as a quick and efficient way of having conversations with a number of prospective customers. From charities to aerospace engineers, we have had the opportunity to work with a huge spectrum of phone based sellers. So where do we…

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Price versus value

Try This This Week

Price and value two words that often get interchanged and we don’t really give too much thought to it. However they are very different and as we all know selling on value is a better option than selling on price. In the video below Mike shares 3 simple tips to help you sell on value…

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What is it like to be your customer? – Try This This Week

Try This This Week

Customer feedback is a valuable way to find out what you are like as a supplier, fairly simple really isn’t it. When was the last time you asked your customers what you do well and more importantly what you could improve on? Watch the video below for your Try This This Week tips from Mike….

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Gatekeepers – Try This This Week

Try This This Week

By far one of the most popular requests that we are asked to help with is the gatekeeper. It’s often “how do I get past them, bypass them or avoid them altogether?” In the video below Mike gives you a few juicy tips to help you with gatekeepers.

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Customer research – Try This This Week

Try This This Week

Before meeting a customer for the first time how often do you spend time researching into what they do? Most of you will already be doing it won’t you? There’s a whole mountain of information out there so get digging and find out what your customer really does before you meet them. Who knows what…

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Improving your LinkedIn profile – Try This This Week

Try This This Week

This week Nevil makes a few suggestions on improving your LinkedIn profile.  In this short video below Nevil makes a few suggestions on how to give your LinkedIn profile a bit of boost.

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Why do you use LinkedIn – Try This This Week

Try This This Week

Mike is away for a couple of weeks so Nevil has stepped up to introduce the next few Try This This Week videos. With the impending launch of “Sales Success on LinkedIn” Nevil’s first book we thought that a few tips on LinkedIn would be useful to share with you. This week we start with,…

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How do I connect with more people on LinkedIn?

LinkedIn training

This is one a lot of people ask when we are delivering LinkedIn skills training or advising groups. I have mentioned before that you need to have a clear understanding of why you use LinkedIn. If part of your goal is to build up your LinkedIn connections then read on, this is just for you….

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Powerful sales conversations – Try This This Week

Try This This Week

Over the past few years of training folks we’ve been helping people to recognise that the foundations to great selling are:        Great conversations        Active listening        Strong summarising So in this week’s 3TW Mike runs through a simple exercise that will help you have more powerful conversations…

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Sales v service – Try This This Week

Try This This Week

Have you ever noticed that when sales is done well it feels more like service? Here are a few tips that will help you turn your selling into feeling more like service.

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Confidence – Try This This Week

Try This This Week

Have you ever noticed that when you meet people who have confidence that you instantly recognise it? In this week’s 3TW video, Mike’s sharing a few thoughts on how to increase your own confidence levels. Mike mentions AmyCuddy and you can watch her TED talks video here 

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Try This This Week – email and voicemail

Try This This Week

Ever noticed that when you hear that voicemail bleep or start to write an email, your mindset and language change? In this week’s 3TW video, Mike’s sharing a few ideas on leaving messages and writing emails that sound more like you.

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Is your soft selling a crime?

Image from freedigitalphotos.net

Broken windows and soft selling. How do these fit together? Let me explain. I have been rereading Malcolm Gladwells “The Tipping Point”; part of the book talks about the well-publicised broken windows theory that was first introduced by social scientists James Q. Wilson and George L. Kelling, in 1982. This is an excerpt:“Consider a building…

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Try This This Week – The Sales Cycle (Part 3)

Try This This Week

This week we’re looking at the third and final part of the sales cycle: how to move clients to advocates. You may want to watch the two previous videos first: Moving Suspects to prospects Moving Prospects to clients      

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It’s a day of choices

New Results Training & NECC Showcase/local press

You get to choose the topic at NECC member showcase Thanks to the Sunderland Echo and Journal for the two articles published last week. Nevil and Mike were presenting a seminar for the North East Chamber of Commerce and instead of them choosing the subject, the audience got to choose instead. You can read the…

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Try This This Week – The sales cycle (part 2)

Try This This Week

It’s part 2 of the sales cycle and this week we take a look at how to move prospects to customers. If you missed part 1 of the sales cycle you can watch it here

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Try This This Week – The Sales Cycle (Part 1)

Try This This Week

This week we’re looking at the sales cycle and how it helps you to increase sales. In particular we take a look at moving suspects to prospects.  

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Try This This Week – Questioning

Try This This Week

This week we’re looking at a staple of selling: questioning. You can watch the previous 3TW relating to listening here

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Try This This Week – emotions and decision making

Try This This Week video

This week we’re looking at how you can help your customers to buy more, more often. The science behind this lies in the relationship between our emotions and decision making. We refer to the cost:value matrix from an earlier 3TW  and you can watch that here

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Try This This Week – Comfort zones

Try This This Week video

This week in your 3TW we take a look at comfort zones and how they can limit your personal growth. More importantly though we explain how to start expanding your comfort zone and begin to grow.  

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Try This This Week – Self-orientation

Try This This Week video

This week we look at the final element of Charles H Green’s Trust equation, self-orientation. Mike explains how you can reduce self-orientation to help increase trust.  

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Pin the customer on the journey

The customer journey

I was in my native county – Lancashire – earlier this month, delivering my keynote on the Psychology of Consumer Behaviour.  Hey, wake up at the back!  This is a bit different, though I admit that there’s a couple of pictures of a brain. Anyway, part of my keynote examines where customers form their first…

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Try This This Week – Intimacy

Try This This Week video

Working with Charles Green’s excellent trust equation, we’ve already explored credibility and reliability.This week we look at intimacy. If you’re wondering about the role of intimacy in building trust, that’s exactly what we’re exploring in this week’s 3TW: watch the video to find out.

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Try This This Week – Credibility

Try This This Week video

Last week we introduced you to Charles H Green’s “trust equation”, exploring how your trust quotient is affected by four elements. You know instinctively that when customers trust you, they will buy from you. We examined reliability and how you can gain more trust by following the practical steps. This week we look at the…

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But we ALWAYS lose deals on price

Selling on price or value?

Do you position your price effectively with customers? Position the value of what you offer and how much value you can bring to your customers. Customers are far more interested in value than you might think. I say this because so many people we meet when we deliver seminars and training tell us; “Well, in…

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Young entrepreneurs ready for the market after sales training

Cestria Community Housing - Sales Training

Thanks to Cestria Community Housing and asking us to support them with their Young Entrepreneur Week. Nevil and Mike had a great time delivering the “Sales Boot Camp” work out with them. You can read more details on the Cetsria Front Page News.

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Try This This Week – Trust

Try This This Week video

It’s week 12 of our series of Try This This Week videos. How important is it for you to trust those you do business with, both as a customer and supplier? We understand that trust is at the heart of successful selling, which is why this week we introduce you to Charles H Green’s “Trust Equation”.

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Try This This Week – Listening Techniques

Try This This Week video

It’s week 10 of our 3TW, Try This This Week videos and this week Mike gives a few simple tips to help with your listening techniques.

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Do you know your price point in your market?

value based selling

Our guest blog this week is from Barrie Tynemouth. Earlier this week I went to the local barbers which had opened about 7 years previously, run by two local lads one of whose Italian grandfather had originally owned and worked in the barber shop many years before. Chatting with the chap cutting your hair, as…

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When do I follow up? Try This This Week

Try This This Week video

We often get asked “When should I follow up?” Here’s your simple Try This This Week tip.

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Try This This Week – The Customer Journey

Try This This Week video

Week 9 of Try This This week . What you need to consider before you even get to meet your customer.

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