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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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Closers!
If a salesperson is still using 'closing techniques' in 2023, they're doing it wrong. I came across this guide recently... 'How to close...
Scott James Purves
May 28, 20231 min read


It's not what you say...
It wasn't that he was saying the wrong things... It was just that his tone was completely 'off' He spoke too quickly Didn't seem...
Scott James Purves
May 28, 20231 min read


Sales Control
Having worked in sales for over 20 years, I've noticed one trait top performers have over everything else... - Control They tend to have...
Scott James Purves
May 28, 20231 min read


5 behaviours killing salespeople...
1 - Asking a question and not going quiet to allow for the prospect's response. 2 - Answering all questions posed by the prospect at face...
Scott James Purves
May 28, 20231 min read


10 things that will make you a better salesperson...
1 - Stop talking about your solution 2 - Start talking about problems you solve 3 - Stop agreeing with prospects when you either disagree...
Scott James Purves
May 28, 20231 min read


The Challenger Sale
Gavin, a sales guy had a meeting with 3 key decision-makers, including the CEO... He knew he had to nail it. 3:00pm meeting. He turns up...
Scott James Purves
May 28, 20232 min read


Credibility vs Likeability
Most salespeople I coach have one thing in common... They're too nice. They allow themselves to be pushed around by prospects. Their only...
Scott James Purves
May 28, 20231 min read


Manage Expectations & Next Steps
Managing expectations at the start and clarifying next steps at the end... arguably the two most important elements of a sales meeting....
Scott James Purves
May 28, 20231 min read


Careful who you listen to...
I enjoy reading sales advice from different sources... Some of it is great and some of it not so good. Here's some I found on YouTube...
Scott James Purves
May 28, 20231 min read


Crappy Money Beliefs...
When I first started out in sales I had crappy beliefs around money... My upbringing conditioned me - I'm the son of Scottish parents...
Scott James Purves
May 28, 20232 min read


Objection Prevention
'Objection Handling' ...is often like putting a plaster over a gaping wound. But understanding 'why' you're getting objections... ...is...
Scott James Purves
May 27, 20231 min read


Playing a different sales game altogether
Picture the scene... In a highly competitive market, sales rep Robbie has a meeting with one of the major players looking to change...
Scott James Purves
May 27, 20232 min read


How can you improve your tone without putting on a fake voice?
- Why do a lot of salespeople people have this bizarre 'business' voice? - How can you sound authentic yet credible? - How do you command...
Scott James Purves
May 27, 20231 min read


Money & Mindset
"If you took all the money in the world and divided it equally amongst everybody...it would soon all end up back in the same pockets."...
Scott James Purves
May 27, 20231 min read


Take any advice with a big pinch of salt...
3 sales tips from a top 'influencer' - 1. "Always agree with your client" 2. "Give a demonstration like a super freak." 3. "Control the...
Scott James Purves
May 27, 20231 min read


Don't be a subservient salesperson
Recently I saw some advice on how salespeople can ‘break the ice’ at the start of a virtual sales meeting... Things like: “Notice...
Scott James Purves
May 27, 20232 min read
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