Thinking is a dynamic state of motion.

Monday, 9 April 2018


Running with you the Sales Rep

Yes as a rep, you are always being hounded by your Boss man re your closure rate/ conversation rate.

Amazing that about 64% of reps do not hit their targets, I wonder why, HERE IS WHY

- lack of sales techniques up skilling
- do not know where they are in their sales process and buyers in their buying process
- have not gone through with client prospects the correct questions to ask
- did not do consultative selling , then solution selling and while this was happening was not building the right level of relationships (ABR)always building relationships.

Master Closers do many things, here are few-

- look when to see logic vs emotion or both at the same time
- over comes clients fear factor in making a go decision
- can handle any objection thrown at him
- he is always closing(abc) through out his journey with the client
- knows money is always the issue

cool, many more,

Till next time go sell Your way to Success.

Wednesday, 7 March 2018

Lead by Example

Running with you the Sales Rep

This topic may mean different things to different people,

- does your sales manger LBE, does he dual call with you, does he communicate well with you, does he show trust in you. ( to name a few points)

The key is how are you as a sales professional leading by example, yes

- within the sales team
- with you time management
- with your up skilling
- with you attitude
- by following the sales system

to name a few. go relook at you LBE,

Till next time sell your way to Success.

Tuesday, 13 February 2018

How to Succeed in Selling

Running with you the Sales Rep

Yes we all want the secrets, why are a few reps way better than most, what makes them tick ?????

- how is the MONOTONY of your voice when face to face or on the phone to a client. ( never thought of this ???)

- how is your selling personality, here is the incorrect view, Has the gift of the Gab, we have all heard this, poor poor.

Define Personality "  is the characteristic way of how one thinks and acts which identifies each sales person as a unique person"

how do you try to be UNIQUE,  interesting,

Till next time go sell your way to Success.

Monday, 22 January 2018

Complex Buying team/ buying process

Running with You the Sales Rep

We all come across the above, plus the buying cycle is usually 3 to 12 months, yep sometimes longer.

So can you collapse the TIME LINE.

Must ask key questions when face to face with the many buyers etc that are at your first meeting

- who is involved in the decision making process once you have demonstrated your solution

-find out who are the most influential D/M

-what is each D/M key focus areas, you pick this up while you are chatting face to face

-who in the buying cycle "moves your deal/ solution to the next step/ person in the decision making process" and how quickly.

cool to name a few things you need to focus on.

Till next time go sell your way to Success

Monday, 8 January 2018

Your Sales Mind, MASTER it in 2018

Running with you the Sales Rep

Yep. time to take hold of your sales mentality, how you think about your sales profession, are you proud to say you are a sales man,( I am 36 years in the game, ) many give their title which does not have the words sales man/ lady on their business cards.

Multiply your sales thinking, multiply your sales value, really look how you will be different in 2018.

Be Genuine, be memorable( look at ways you can do this), send out positive energy, be firm but fair, lay the right ground work, keep it simple but focused, but focused, focused.

You can have a wonderful sales year, believe, believe, forget the past.

Till next time go sell your way to Success

Thursday, 4 January 2018

2018 Sales Days

Running with you the Sales Rep

From my 35 years in the game, I know very few reps look at the above.

Sales is about numbers and %, so it is a great place to start by looking at how many sales days you have to Smash your Yearly Sales target.
 Cool good point Guy,

212 days not 365? not 300? not 252?

212 days divide by 21 day month equals 10 months to crack your 12 month sales target., pretty simple

Then look at how many hours per day do you actually sell, yes face to face( B2B reps )

Say 3 hours per day times 212 days equals 636 hours in the year, go do more numbers of your own, interesting.

Till next time go Sell your way to success.

Monday, 4 December 2017


Running with you the Sales Rep.

Time to see how accurate your sales pipeline is, most are 50 to 75% accurate, there is always padding done by the rep, poor why bullshit yourself, your boss, it harms the business. Oh it is your ego. ???

That is why 60% of reps do not hit target consistently, your boss has been there, I hope he gives you a real hard kick up the ass, you need it. I have been selling for 9 years, 11 years, 18 years, I know the game, so wrong. Oh you are maverick.

Focus on your Jan and Feb 2018 pipelines are they at least 50% over your target, why Guy, due to the above, plus sometimes you have little control of uncontrollable at clients.

Plus you need to have a good quality LIST of Prospect's to connect with in Jan and Feb.

You will lose some exciting clients in the new year, or their purchases might be lower than 2017.

Come guys the above is common sense, go make it happen, do not blame the economy, business is being done, do not blame the pricing strategy, do not blame the internal staff, system .


Till next time go sell your way to Success.