What makes a great salesperson?

What makes a great salesperson?

In my work I often get asked “What makes a great salesperson?” “How long have you got?” is my usual reply, as the answer (despite what some may say) can never be summed up in one or two words or phrases. The answer will of course depend entirely on the...
Sales Dilemmas – Part One

Sales Dilemmas – Part One

As the title suggests this is the first in a series of blogs looking at sales dilemmas. If you have a particular dilemma or topic you would like me to cover in the future then please let me know. In this piece I will answer the following question… “It’s a...
Where are YOU heading?

Where are YOU heading?

You can’t plan a journey unless you know your ultimate destination. I often run an exercise that asks the delegates to plan a trip from Glasgow to London. Before they can even start to think about their options, I get them to create a list of ALL the questions they...