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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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Lazy salespeople?
You run a company or a sales team... It often frustrates you that your team don't prospect more, or pick up the phone. You put it down to...
Scott James Purves
Aug 6, 20232 min read


Eddie Redmayne failed his audition for Kylo Ren in Star Wars...
He did his best to sound villainous but his voice ended up sounding ridiculous. The only angle he could think of to approach the role was...
Scott James Purves
Aug 6, 20231 min read


The greatest salespeople are the best actors...
1 - They know how to adjust to different buyers 2 - They understand nuance & how to communicate for maximum impact 3 - They can read...
Scott James Purves
Aug 6, 20231 min read


10 things I've learnt from 20+ years in sales...
1. There is no career with so much potential in personal & professional development. 2. Sales skills are the most fundamental part of...
Scott James Purves
Aug 6, 20231 min read


David has been trying to reach the CEO for weeks...
He's been working on how to sound more senior. It worked! Finally the gatekeeper's putting him through. ("Oh God - what am I gonna...
Scott James Purves
Aug 6, 20232 min read


Sleazy pushy salesperson...
I received a sales call this morning - Within a minute & before I had much of an idea what their 'amazing' piece of software did, the...
Scott James Purves
Aug 6, 20231 min read


You run a sales team...
- You have one or two top performers. - Four or five in the middle. - And one or two at the bottom. Something I have witnessed time and...
Scott James Purves
Aug 6, 20232 min read


"Sell how you like to be sold to."
I've heard this a few times recently. Well, I like to be sold to by someone desperate who I can get a 50% discount from. But who would...
Scott James Purves
Aug 6, 20231 min read


Don't just say it - do it!
Would you rather... a) play it safe and remain average or b) take risks, stretch yourself and excel Most people would say b. But how many...
Scott James Purves
Aug 6, 20231 min read


Acting is sales...
Everyone’s faces dropped in disbelief… He’d absolutely nailed it. He became the character. And I mean completely embodied him. He was...
Scott James Purves
Aug 6, 20232 min read


Do you need to be liked to sell?
Some would argue you do Others argue the opposite My take - Being liked obviously isn't a bad thing but it should only ever come about as...
Scott James Purves
Aug 6, 20231 min read


5 sales myths...
1. You need to be liked to sell 2. Pitching is selling 3. Prospects have all the power 4. Extroverts make the best salespeople 5. Closing...
Scott James Purves
Aug 6, 20231 min read


Become obsessed with the process - not the outcome...
'How do you become genuinely engaged with a prospect if all you're thinking about is your target & how to close business?' Answer... By...
Scott James Purves
Aug 6, 20231 min read


Step back & see the wood from the trees...
You have an ambitious target to hit Your boss is breathing down your neck No-one is buying We're entering a recession You really need...
Scott James Purves
Aug 6, 20231 min read


"THIS IS MY PERSONAL NUMBER!!
You call a prospect on their mobile & they tell you it's their personal number and not to contact them on it... What do you say? Here's...
Scott James Purves
Aug 6, 20231 min read


One simple way to detach from the outcome...
By developing an awareness that only a very small number of people are in the market right now to buy from you. So it's time to stop...
Scott James Purves
Aug 6, 20231 min read


Sales Confidence
'Sales is the transfer of confidence over a bridge of trust.' #sales #confidence
Scott James Purves
Aug 6, 20231 min read


Lose the commission breath!
“We already have a solution.” - 'Here's a 3 step process for handling this objection'... Empathise - Validate - Offer Yet another...
Scott James Purves
Aug 6, 20232 min read


Learning Curve...
Prospecting session of 2 hours (9:00am - 11:00am) Where do you think the most learning is? 1) Emailing 100 CEO's and getting: 31...
Scott James Purves
Aug 6, 20231 min read


The ability to be 'Present'.
Having trained as an actor, alongside working in sales for 20+ years, I've found there is one skill that will completely transform your...
Scott James Purves
Aug 6, 20232 min read
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