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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
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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
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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
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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
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"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
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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
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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
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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
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"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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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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