Think and grow rich is a classic motivational book. Written by Napoleon Hill and inspired by Andrew Carnegie, it was published in 1937 at the end of the Great Depression. It is not a book about sales by any means yet it contains many lessons for developing our thinking for success in sales. It is […]
By Richard White There is a coaching model that is very effective for coaching others but can actually be used to coach yourself if you are stuck with a problem and looking for a way forward. It’s called the GROW model and within the corporate environment it is often used to teach managers the basics[…..]
This is a recording of an interview between Richard White and Chris Mather, a very successful regional sales manager of a company that sells door to door. The idea was that there is probably lots of insights to be gained from a style of selling where rejection happens on a major scale. We were not[…..]
What is procrastination costing your sales team? Leads? Clients? Sales? Procrastinating on generating leads, following up or even closing can be a costly habit in sales. So it might be worth finding out what's behind procrastination and what can we do about it. In this recording Richard White interviews the UKs leading expert in beating[…..]
By Ivor Murray. Managing stress is all about taking charge: taking charge of your thoughts, your emotions, your schedule, your environment, and the way you deal with problems. Since everyone has a unique response to stress, there is no “one size fits all” solution to managing it. No single method works for everyone or in[…..]
In sales people buy from people they know, like and trust. Being able to quickly establish rapport with people you meet is an essential skill. But how do you establish rapport and trust with people that are totally different to us? In this recording, top NLP trainers Julie French and Tony Burgess of the Acacemy[…..]
As Sales Manager it can be a difficult juggling act between selling, managing your team, and doing admin. How can we become more productive and create more time for vital sales activity, especially when we are busy with other work? In this recording, leading productivity expert Richard Maybury explains to Richard White how to better[…..]
Can improving the way we dress have an impact on our levels of success? In this recording leading image consultant Pauline Crawford explains to Richard White why the way we present ourselves is so important in sales and some simple changes you can make in order to increase your impact with clients and prospects.