Did you know that, without meaning to, you're turning away up to 40% of your potential customers? Let me explain. In a nutshell, when choosing products or services, your customers will be motivated by one of two things; pleasure or pain. Never is the pain and pleasure principle more apparent than in the selling arena...

When a company fails, the usual reasons get trotted out; "unfavourable market conditions" "the longest recession since xxxx" "fashions have changed" "the internet". Maybe it's the same if you don't reach your sales targets?

Aware salespeople are the greatest asset to any successful business; they will naturally display all the attributes we associate with success. Whether selling complex solutions or simple transactions, an aware salesperson will always stand out.

Well then -- are you ready? Have you got what it takes? How motivated are you? What state are you in? Where will you be when the gold rush starts?

What Language are you Speaking? The language you use has a massive impact on your results. That goes for the language you speak, and the language that meanders around internally in your head. If you keep saying things are hard...guess what, it will be hard! You're instructing your brain to expect hard, expect tough...and so that's what it will deliver for you.

Do You Know Your Customers' and Prospects' 'Sales Direction' Filters? Knowing the Sales Direction Filters of your customers and prospects is crucial to increasing your conversions and generating all round improvements in customer relationships. At The Sales Consultancy we think they're vital in business and could not imagine our customer relationships without this knowledge. So what is a Sales Direction Filter?

WHY CUSTOMER RELATIONSHIPS FAIL... Have you ever asked anyone a question that can be answered in a sentence or two -- and yet they're still talking 10 minutes later? Or maybe asked for more detail on a subject -- and been given a one line answer? Are you the person that is only interested in the big picture? That is you tend to give very brief responses regardless of the question? Or do you prefer to give a very detailed response to questions? What about others?

Cards on the table -- I'm a massive fan of mentoring! So it's a big yes for mentoring from me. We all need help now and again. Help in the form of unbiased support, a friendly prod to move things along, maybe just an understanding ear. I've found that those who say they don't need help often need it the most!

"You don't get what you want in life; you get what you expect"‏ Here's some questions for you... Do you know where you're heading? In work? Away from work? In Life? Where is it all leading to? Does it have to lead anywhere anyway? A bit deep for a Friday? Maybe. Let's drill it down to your business, even your sales, especially your sales... What actions are you taking to get you to where you want to go? That's assuming you know where you want to go!

What excuses are you making? Excuses can be very easy to find when it comes to explaining away disappointing sales performance -- and especially when we allow ourselves to go and search for them. In 30 years in selling I've heard them all...