When I sit down with a prospect, I want to know answers to the following types of questions: 1 - What's your average conversion rate? How does that compare with last year? 2 - What's your disqualification process for bad fit prospects? 3 - How often do discovery meetings show interest but go nowhere? 4 - How do you ensure you don't pitch the solution before understanding the problem? 5 - Do you talk in features/benefits or problems/outcomes? 6 - How often do prospects go quie

1. If you can't describe the problems you solve with absolute clarity (without jargon) this is where you should start. 2. If too many of your emails contain 'I' or 'we' you'll lose people in the first 5 seconds. 3. If you ever describe your solution as 'cutting edge' or 'leading' just know that this is exactly what your competitors are saying. 4. If, during your discovery meetings you're doing most of the talking, you're doing it wrong. 5. If you're building it and expectin

Master this and it will change your life when it comes to sales... It requires a lot of practice and skill, but when you get it right people will sell themselves. It's difficult to do at first as we all default to the same thing - talking about ourselves & our solution. We all have the spotlight effect. Otherwise known as 'egocentric bias' - where you see the world only from your perspective, and so focus heavily on yourself. Selling effectively requires a complete reversal o

New salesperson... First sales role Excited to 'build relationships' & talk to people! 6 months in, they hate it! There is a reason they become quickly disheartened - particularly when making hundreds of cold calls. And it's mainly down to the fact they make it about them, their company, their solution...pitch pitch pitch. Often not their fault - it's the company playbook. Reality check People don't give a sh*t about you. They only care about themselves. So flip everything an

6 reasons your pipeline isn't real... - they said they were interested - they asked for a proposal - they said they'd discuss internally - they promised to come back to you - they said they liked it - they said it was their decision 6 reasons your pipeline is real... - you mapped out the cost of inaction - you got emotional buy in - you know exactly why they need to solve the problem - you clarified any potential blockers - you confirmed how decisions are made & who'

Hi, I'm Scott - Two sides to my business: 1. Sales-Squared - Corporate Sales Training. 2. Method Sales - Sales Training for Founders. I've been a sales trainer for 5.5 years - started my own business during Covid. Cut the umbilical cord, kissed good-bye to my last paycheck in 2020. Wondered how the hell I was gonna pay my bills more times than I care to remember. VAT headaches Corporation tax Unpaid invoices The thing no-one tells you before you start a business is the sh

My first ever client was a Founder who had about 2 months of financial runway left... He paid me £500 for a 1-1 coaching session. As a new Founder myself, I was over the moon to win my first ever client. Someone who somehow trusted me enough to help fix a serious problem in their business. I felt pressure, but I really didn't want to let him down. Imposter syndrome was hanging over me like a dark cloud, and before our meeting at a central London hotel I started to seriously d

Cold caller: 'Hi Stephanie - look I'll be honest this is a sales call...' Stephanie: 'Sorry - I don't take sales calls.' Hangs up Cut...

I read a post the other day from an AE at a well known conversational intelligence company... It talked about how to respond to the...

where the only constant appears to be disappointment or frustration? Perhaps those prospects in the pipeline with a '75% chance of...

Email proposition received this week... "If I could bring you 3 to 5 BANT-qualified leads every week, would you be around for a brief...

Money... Why? It's the best thing because... - making money means more freedom, more independence, improved status, travel, house,...

I made a cold call... A guy picked up and said.. "I'm sorry - I only take 'warm' calls - if only you'd sent me an email or LinkedIn...

there is one inescapable truth - You need to change your habits, beliefs & behaviours. And that doesn't happen overnight. You need to...

Johnny: "a fireman" Sophie: "a nurse" Chris: "an astronaut" Stevie: "a salesman" The whole class went quiet... There was genuine surprise...

Without having to train for 7 years at medical school or read law for 4+ years Most people fell into sales ...and they treat it as such....

While IQ is fixed in most people... EQ is not. With the right approach, you can increase it significantly. I often get push-back on this...

- asked Stanley, a well-seasoned, ball-breaking business owner in his 60s...frustrated over how quiet the office was at 10am on a...

The number of times I've heard that when speaking with managing directors about their sales teams. I'll then ask something along these...

Describing salespeople as 'hunters'... Implies their 'prey' has to die. Are prospects prey? And since when did helping someone fix a...