Welcome to The Sales Experts Blog – our focus is sales recruitment- in London, throughout the United Kingdom and globally – selling skills, and sales process! Successful selling touches on so many areas of business and life – sales skills, sales development, sales process, presentation skills, confidence and more – this blog explores these and more. In writing this sales blog our intention is to stimulate thinking and share ideas! There are hundreds of articles in this sales blog and we hope you find value here. ‘London’s most recognised Sales Recruitment Specialists!’ It all started October 1, 1989 with a passion for selling and a deep belief that we could find a better way to sell. It is our profound belief that, approached correctly, selling is an inspiring, positive and rewarding experience. The idea is a simple one. When companies invest in insightful sales recruitment, develop intelligent sales processes and deliver practical sales training businesses will thrive.
Wyn Nathan Davis%
Candidates Placed Stay At Least 1 year
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Candidates Stay At Least 2 Years
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Candidates Placed Consistently Hit Sales Targets
Patience is not a virtue, it is a waste of time!
Ask yourself what actions you and your salespeople regularly and automatically take to drive business. Or are you just waiting – killing time until the universe takes some action on its own?
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How To Get 5,000 LinkedIn Connections In 30 Days Or Less
Why would anyone want 5,000 connections on LinkedIn? Well, it depends on how you look at LinkedIn – if you look at LinkedIn like an online Rolodex to keep connected with only those that you know and trust well than it is unlikely that you would want even 500... read more
Three Words That Will Destroy Every Sales Objection
I speak to business groups dozens of times every year about sales success and the number one question I receive is how to deal with objections. Most salespeople when faced with an objection such as… • The price is too high • It is not the colour I wanted • It lacks... read more
Sales Recruitment Success – How To Build A Great Team That Delivers Great Results
Sales Recruitment Success – How To Build A Great Team That Delivers Great Results Nearly 67% of salespeople who fail could have succeeded in a sales role that matched their skills. When a new salesperson fails, 91% of the time is was for bad attitude and only 9%... read more
Sales Hack – Six Psychological Tips for Manipulating Customers
Sales hacks can provide a short cut to success! Authenticity is essential, however, understanding social cues and behaviours can help us manage situations and get the results we want. Challenging situations with angry customers or when struggling to get past... read more
The Myth of Price Objections
In the twenty-five years that I have sold and trained salespeople the number one objection that salespeople struggle with is the price. It does not matter what the economy is doing or where the product or service is positioned most salespeople fall apart when... read more
How to Prepare for a Winning Sales Job Interview
Most people will spend minutes to prepare for interviews – think hours! Whether on the telephone, Skype or in-person consider your performance!
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Seven Action Steps to Close Bigger Deals Faster Using LinkedIn
Seven Action Steps to Close Bigger Deals Faster Using LinkedIn
Virtually everyone you ever want to do business with is on LinkedIn but how do you change a profile into a contact and a contact into a customer? These seven action steps will get you there faster than you imagine.
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The top 5 regrets people have on their deathbed
When you are on your deathbed, what others think of you is a long way from your mind. How wonderful to be able to let go and smile again, long before you are dying.
Life is a choice. It is YOUR life. Choose consciously, choose wisely, choose honestly. Choose happiness.
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Three Secrets! How To Start A Conversation With Anyone, Anywhere?
Living in London I benefit from one of the most polite cultures anywhere but one of the drawbacks is that many people will not initiate a conversation. This is fine when you’re stuck on the tube, tired and sweaty and want to be left alone but it is often not... read more
Five Reasons You Are Not Hitting Sales Targets!
The more I study selling the more I know that selling and business development is an exact science. It is an exact science because if we create a set of events we are able to accurately predict – within an error rate of a couple of percentage points – the outcome.
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Habits For Sales Success
Habits! Most of life is habitual. You do the same things you did yesterday, the day before that and every day prior for the last month. It’s estimated that out of every 11,000 signals we receive from our senses, our brain only consciously processes 40.
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The Science Of Getting Rich
I recently learned of this book, first published in 1910, and in the short time since I discovered its amazing contents have read it many times. I have made every effort to make use of the tools in this book and the changes in my life have been swift. Down Load the... read more
Three Subconscious Reasons Salespeople Fail to Close
Three Subconscious Reasons Salespeople Fail to Close. The fastest road to increased success and income as a salesperson or a sales organisation is to increase your closing rate.
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Confidence! Want some more?
Confidence! Want some more? Have you ever noticed how some people are just more confident than others? I can write for thousands of pages about why some people are more confident than others but that does not really address the issue of how we develop confidence in... read more
Five Reasons Self-Employed Consultants Fail!
Selling is the easiest thing to do poorly and the hardest thing to do well.
Selling is at the heart of your business. You’re smart so get some coaching and figure it out. Start hungry and stay hungry and never stop finding and closing new business. When you get too busy – raise your prices!
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Are you a pilgrim or a tourist?
Are you a pilgrim or a tourist? This question was the theme of a Catholic singles weekend retreat that I attended more than twenty-five years ago. The weekend was held at a beautiful inner-city convent that had once been the home of a lumber Barron – an amazing place... read more
101 LinkedIn Tips, Tricks and Strategies For Career Success
101 LinkedIn Tips Looking for LinkedIn tips to build your business and your career? These 101 LinkedIn tips must be part of the mix! With more than 303 million professionals worldwide and 3 million in London alone LinkedIn is the best place to start! Recent design... read more
Sell More by Selling Less • The Sales Success Paradox
Sell More by Selling Less When I started selling, I followed what the senior guys did and of course what management told me. What was that? Organize the sales territory by customer and work out a sales call schedule that made the best use of my travel time. All of my... read more
Sales Hack – Psychological Tips To Become More Popular
Become More Popular Do you wish that life were easier? Do you wish you had a wider circle of friends from diverse backgrounds? Do you wish that there were always someone to turn to no matter what challenges you face? Don’t you wish you were more popular? Many of... read more
Let The Prospect Write The Pitch!
Yes, let the prospect write the pitch! It does not matter if you pitch on the telephone, in an elevator, in a face-to-face meeting or at a networking meeting. Most salespeople spend hours writing a script that they push onto prospects. We can see these pitches coming... read more
How To Make The Perfect Cold Call
Do you struggle to pick up the telephone and book a meeting? Do your salespeople avoid cold calling? Would your business benefit by more face-to-face meetings with prospects?
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The Fallacy of Price Objection
Lowering price, as a reaction to competition, is the very worst way to improve business. It strips away profits and turns your business into a commodity. Price Objection is common!
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Should You Ever Hire An Unemployed Salesperson?
If you’re hiring a salesperson don’t you really want the best?
Important notes for salespeople
Know your industry and the top five companies you would like to work for if your job ended tomorrow.
Make sure your LinkedIn profile is up-to-date and spectacular and be connected with all your competitors.
Listen to sales audio programs on Audible.co.uk and join Toastmasters.org and other self-improvement programs.
Get healthy and fit
Get your finances under control – money in the bank is power in the mindset!
Top 10 (absolutely fixable) Sales Mistakes
Most salespeople underperform – that is they fail to consistently hit reasonable sales targets. Most businesses underperform – that is they fail to consistently to hit the average market growth rates.
Here are 10 absolutely fixable reasons:
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6 Ways to Spot a Liar
People just lie, some people are more habitual at lying than others. Some people lie because they are worried of the outcome, some people lie to avoid problems, some people lie because they just like lying. How good are you at spotting a lie? Do you see it happen or... read more
The ‘Right’ Salesperson Can Generate 16X The Revenue Compared To An Average Performer
The ‘Right’ Salesperson Can Generate 16X The Revenue Compared To An Average Performer? This is true and I know it first hand!
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The Art of Selling Smarter Not Harder
Decide that success will be part of your life and that you will accept nothing less no matter what it takes or what challenges you face and your focus will subtly shift from failure to success. Once this is done then success is assured and the tools in this book will become real aids to your success!
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It is the sizzle that sells the steak – the selling power of emotional triggers!
The most powerful perspective in selling is to understand the emotional triggers that cause people to buy. If it is true (and it is) that we buy for emotional reasons and prove with logic then why do most salespeople sell benefits and features? If we can imagine that... read more
Destroy Price Objections – A Step by Step Guide
Selling is not a natural skill it is a learned skill and energy put into developing your skills will, over time, necessarily improve your results. I have developed several self-study programs for salespeople that wish to improve and I also deliver live sales training course in London, throughout the UK and across Europe.
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Seven Reasons You Are Not Reaching Sales Targets!
Seven Reasons You Are Not Hitting Sales Targets! Most sales organizations do not hit sales targets on a regular basis and before you leap to the ongoing recession that is not the reason – presumably the current state of the economy has not caught you by surprise!
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How To Become A Recognized Expert In Your Market In Thirty Days!
No matter what your profession being seen as a recognized expert will deliver real business success – fast! You can really become a recognized expert in thirty days or less – read on! It does not matter whether you are a lawyer, accountant, plumber, salesperson... read more
Why Solution Selling Is Often Not The Right Solution!
Why Solution Selling Is Often Not The Right Solution! I have never been a fan of ‘sales systems’ because the world simply is not full of round holes waiting for round pegs. Selling is a subtle skill and the best salespeople instantly read the situation and use the... read more
Grow your Business by INCREASING PRICES!
Grow your Business by INCREASING PRICES! Getting higher prices for your services and products is not just about selling to the wealthy it is about positioning your business as special and unique. It is about niche!
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Where the value is clear the decision is easy!
Where the value is clear the decision really is easy, but why is value such a moving target?
Imagine that you are given a true life or death choice – your net worth or your life? The choice is easy when you must give everything for even one more day of life.
But let’s change the question. What if you had to choose between all the net worth you have today and one more year of life at the end of your life.
The decision is not so easy.
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Three mistakes that will kill the sale!
Three mistakes that will kill the sale Lots of people think that all salespeople do is talk. Well, if you have tried your hand at selling then you know that this is not true. Selling is a skill that few can manage effectively. Most salespeople are order takers – which... read more
Three Habits Of Millionaire Salespeople
In every industry there are salespeople that fall into the top 1%. These are the few that earn, on average, 54 times more than their industry’s typical salaries. Every industry has millionaire salespeople and although most of their colleagues view them as lucky,... read more
Six Steps to Exceeding Sales Targets
Most salespeople and most sales teams rarely hit, let alone exceed, sales targets. In rare cases the reason might be the economy or changes in technology that result in a shrinking opportunity. Most of the time, however, failure is because salespeople and sales management are simply not doing the basics that lead to a reasonable level of success.
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19 Psychological Hacks To Gain A Selling Advantage
Yes, we are all unique and special but we are also predictable – particularly if we have been raised in the same or very similar culture.
Selling is about getting people to do what we want. Of course we want a win-win but we still want to win.
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The Most Important Trait of Successful Salespeople
The Most Important Trait of Successful Salespeople If you own or manage a business or, if you are a salesperson working in any industry you have probably asked yourself, ‘What trait is most important in winning new business and building a company?’ Of course, many... read more
Steve Jobs on Recruitment
Steve Jobs on recruitment. People are telling us all the important things about themselves all of time. Are they happy, afraid, nervous, worried, confident – it is all there in the Meta Data if you learn and choose to pay attention.
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LinkedIn – does Sex, Race, Religion, Politics have a place?
Ask yourself, if sitting in a meeting with your company president and three of your companies biggest potential customers would you discuss – politics, religion or sex?
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21 Shocking Sales Facts That Will Change How You Sell Forever!
1. If you follow-up with website leads within 5 minutes, you are 9 times more likely to convert.
2. The best times to email prospects are 8:00am and 3:00pm.
3. The best time to cold call is 4:00-5:00pm. The second best time is 8:00-10:00am. The worst times are 11:00am and 2:00pm.
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9 Steps to Hiring Great Salespeople
Make a commitment to only hire the best and honestly put in place the process and the package to make that happen and your business will benefit from the best sales talent. The rewards are real!
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Bulletproof your Career
Bulletproof your career The rate of change in business is always increasing. In the past jobs were for life and industries employed generations of the same family. Today companies are regularly sold and acquired. Industries face global competition and well established... read more
9 Critical Buying Signals
9 buying signals you must not miss!
Whether you are selling B2B or B2C, a small business or a large corporation, or a simple or complex sale the prospect’s buying journey will always include important buying signals. Miss the buying signals and the salesperson can make the fatal mistake of talking themselves out of a sale.
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Disruptive Sales Recruitment
The best salespeople know their industry, they know the players and they know where they want to work. The best salespeople can pick up the telephone, land a meeting and secure an offer. So, if the best salespeople are not responding to your job posts and not calling you directly then how do you hire them? Well, disrupt them of course!
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Leverage Brexit Panic
Brexit Sales Survival. Business doesn’t like change or uncertainty and if you are working hard to sell your products or services this can be a frustrating time. So, what is the answer? Keep your head down and wait? No!
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How Top Salespeople Land Impossible-to-Get Meetings
Success is all about making connects but how do we connect with the people who can really make a difference to our business? The best salespeople, The Rainmakers (they are called rainmakers because no matter how dry the business they can always make it rain) understand how to pick up the phone and get the appointment.
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Sales Tools
Important sales tools. Start with a simple sales process for your business and then make a plan to meet with 100 prospects as quickly as possible.
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