top of page

Stories from the Trenches
Take a look through our blogs to relate to the day-to-day struggles of a salesperson who may be lacking in certain skills, abilities or knowledge. They are designed to inspire you, to improve your interpersonal skills & to help you in starting to fulfil your potential.
Search


How to Handle Tough Questions
It had taken ages to get this meeting with the CEO... Sean, the sales guy sat down. At their offices, in a large boardroom overlooking...
Scott James Purves
Mar 10, 20241 min read
Ā
Ā
Ā


Worst sales advice ever?Ā
'Just be yourself" People will argue you have to be 'authentic' & genuine - and that anything else is fake. However... The two are not...
Scott James Purves
Mar 10, 20242 min read
Ā
Ā
Ā


Master Salesman
I was in Istanbul a few years ago... There was a street full of restaurants with a guy standing outside each one pitching for business -...
Scott James Purves
Mar 10, 20242 min read
Ā
Ā
Ā


That awkward moment at the start of a sales meeting...
When the salesperson tries to transition from small-talk & 'rapport building' to business. It's often awkward because the salesperson...
Scott James Purves
Mar 10, 20242 min read
Ā
Ā
Ā


Sydney, 2004...
I was travelling around Australia with a mate of mine. One afternoon we were at a beach bar and I noticed this stunning girl on the table...
Scott James Purves
Mar 10, 20242 min read
Ā
Ā
Ā


"People buy emotionally"
Most people know this. Yet most salespeople only sell to intellect. Quick analogy... You're at a party & meet someone you've never met...
Scott James Purves
Mar 10, 20241 min read
Ā
Ā
Ā


Manage Your Emotions
Probably THE single most important things to get on top of if you work in sales... Your emotions If you feel any of the following types...
Scott James Purves
Mar 10, 20241 min read
Ā
Ā
Ā


"I'm in a meeting."
#sales #sell #cold call
Scott James Purves
Mar 10, 20241 min read
Ā
Ā
Ā


To sell more YOU have to change
I fundamentally changed the way I approached selling years ago... And it was really hard. All of that habitual, learnt behaviour. All...
Scott James Purves
Mar 7, 20241 min read
Ā
Ā
Ā


I cold called a CEO...
CEO: "Sorry, I don't take sales calls." Me: "Is that any sales calls, or just terrible ones?" CEO" "What...well...I don't think I've ever...
Scott James Purves
Mar 7, 20241 min read
Ā
Ā
Ā


Some useful 'don'ts'...
Some useful tips to ensure prospects DO NOT become curious or respond to you... 1. Tell them how passionate & professional you are 2....
Scott James Purves
Mar 7, 20241 min read
Ā
Ā
Ā


The profession of sales is utterly unique...
It's one of the few roles where you can quite literally write your own pay check. Two salespeople in the same team can earn wildly...
Scott James Purves
Mar 7, 20241 min read
Ā
Ā
Ā


One of the biggest issues in sales today is overwhelm...
- Tech overwhelm - Information overwhelm - Social media overwhelm - Sales methodology overwhelm - Process overwhelm - Sales 'advice'...
Scott James Purves
Mar 7, 20241 min read
Ā
Ā
Ā


Be honest...
That piece of tech you have to sell day in day out - itās not your passion. You feigned enthusiasm at the interview because you needed...
Scott James Purves
Mar 7, 20242 min read
Ā
Ā
Ā


5 of my pet hates in sales...
1. When a salesperson says... "I'm not trying to sell you anything." - then spend the next 10 minutes trying to sell you something. 2....
Scott James Purves
Mar 7, 20241 min read
Ā
Ā
Ā


Your tone of voice in sales...
Tonality is hardly ever taught by sales trainers... Yet it's often one of the most crucial aspects of selling, particularly over the...
Scott James Purves
Mar 7, 20242 min read
Ā
Ā
Ā


F.E.A.R.
Fear is what's holding you back from selling more - - Fear of challenging prospects - Fear of rejection - Fear of not being 'liked' -...
Scott James Purves
Mar 7, 20241 min read
Ā
Ā
Ā


A few years ago I worked with the Founder of a relatively new company...
He was struggling to close business. So we listened back to a recent sales meeting. Now confidence wasn't something he was lacking! He...
Scott James Purves
Mar 7, 20242 min read
Ā
Ā
Ā


10 reasons a great salesperson is similar to an actor
1) They know how to transpose themselves into a different world 2) They become chameleon-like & can adapt to different personality types...
Scott James Purves
Mar 7, 20241 min read
Ā
Ā
Ā


Deal with any situation
You've prepared yourself for this important sales meeting... You've got all your questions mapped out...done your homework. You're...
Scott James Purves
Mar 5, 20242 min read
Ā
Ā
Ā
bottom of page