Phil's Blog

Read Phil's latest articles including his blog and video logs covering all aspects of Strategic Management Services and Sales Training Services.

Outline expectations

Posted on

25th May 2017

A lead will likely respond better when they know what is expected within the sales call.

Nerves are part of the decision making process

“It’s OK to be nervous”

Posted on

25th May 2017

Tell a lead when they show nerves at making a decision: “It’s OK to be nervous”

Get leads to talk about themselves

Posted on

25th May 2017

People do like to talk about themselves as a general rule. We should only speak around 30% of the time.

Leave an appropriate message which advances the game

Prospecting for an appointment: When to leave a phone message, and what to say

Posted on

24th May 2017

The message you leave is important. Don’t give away too much.

Profit is the outcome from doing the right things

Posted on

22nd May 2017

It is good to have a profit figure and percentage as a goal however the profit will only be derived if you do the right things.

Negotiable or Non Negotiable

Posted on

19th May 2017

Office politics can have you spending much time chasing your tail, only to find out that all that was needed to do was to ask for something to be changed.