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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.
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Developing New Habits...
One of the biggest problems with sales training... Not embedding properly & ensuring new behaviours become habit. Imagine learning to...
Scott James Purves
Mar 3, 20242 min read


Cold call - Smokescreen...
Prospect: "Sorry - I'm in a meeting." SDR: "Oh - I'd better leave you to it then." "Well what's it about?" "You're in a meeting - it can...
Scott James Purves
Mar 3, 20241 min read


Your physiology determines how you feel...
1 - If you slump in your chair & look down you'll feel depressed. 2 - If you sit up straight or stand up you'll feel better. 3 - If you...
Scott James Purves
Mar 3, 20241 min read


The more you give...
Ever notice how people talk about the benefits of posting on LinkedIn every day to THEM? - Earned them the title of 'Top Influencer' -...
Scott James Purves
Mar 3, 20242 min read


"So why should I hire you?"
...asked the VP of Sales conducting the final interview with a candidate. "Well that depends." replied the candidate "On?" "On exactly...
Scott James Purves
Mar 2, 20241 min read


One of the biggest issues I see when training salespeople?
Confusing products with problems. Hypothetical example... "We help CFOs save time by collating all overseas transactions into one...
Scott James Purves
Mar 2, 20241 min read


Complacent Selling
I received a call the other day from a very well known CRM company... The salesperson came on and proudly introduced his company. My...
Scott James Purves
Mar 2, 20242 min read


AI
Salesperson: "We automate all your posts and write them with AI..." Me: "But I enjoy writing." "It will free up your time though." "I've...
Scott James Purves
Mar 2, 20241 min read


"Why should we go with you?"
If this question comes up once too often during your sales meetings I'd suggest taking a step back and asking yourself why. This is...
Scott James Purves
Mar 2, 20241 min read


Dating & Sales
It was the early 2000's... I was always acutely aware of standing out & the importance of being different when approaching members of the...
Scott James Purves
Mar 2, 20242 min read


Try this on a cold call
You work in sales & make prospecting calls... You want to avoid any unnecessary tension or pressure when talking to prospects You want...
Scott James Purves
Mar 2, 20241 min read


Some Truths about Sales
I had a conversation with someone the other day about prospecting... 'If your product is good people will come to you and buy." he said...
Scott James Purves
Mar 2, 20241 min read


Manage your Emotions
One of the biggest things holding salespeople back? Their emotions… - Frustration - Disappointment - Fear - Anxiety - Embarrassment -...
Scott James Purves
Mar 2, 20241 min read


How to Win a Deal
The best deals I ever won had exactly the same attributes as the best dates I've ever been on... 1) I speak a minority of the time 2) I...
Scott James Purves
Mar 2, 20241 min read


Gaining access to decision-makers...
1) Below Average Performers Often they don't even try & will target / continue speaking to the people on a level they're comfortable...
Scott James Purves
Mar 2, 20241 min read


10 reasons traditional sales training is a waste of time & money...
1. The trainer doesn't practice what they preach 2. Traditional models are not aligned with how people actually learn 3. The training is...
Scott James Purves
Mar 2, 20241 min read


Coaching client...
Had a coaching session earlier today with a new client and he's taking things on board quickly... 2 weeks ago in response to "why should...
Scott James Purves
Mar 2, 20241 min read


Never EVER ask this question on a sales call...
"Are you the decision-maker?" - If they are, they'll most likely say they're not. Who wants to admit they're the right person to then be...
Scott James Purves
Mar 2, 20241 min read


Some sales truths I've learnt the hard over the past 20+ years...
1. Telling someone they are wrong will almost always be met with resistance 2. Shifting someone's perspective through great questions is...
Scott James Purves
Mar 2, 20241 min read


100+ cold calls a day...
During my early 20s I used to make over 100 cold calls a day in my sales role... and in the evening I'd go to acting school We'd do...
Scott James Purves
Mar 2, 20241 min read
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