Are You In Training for a Winning Sales Strategy?

As the runners lined up at the start line for the London Marathon this weekend, they all knew they had a long and arduous task ahead. A marathon is not a quick win and it’s certainly not for quitters. I’m not a runner and I have the greatest admiration for those who are prepared to attempt the training for a marathon, let alone finish the race.  I do know a thing or two about putting in the effort to get results though. When it comes to sales, many businesses seem to think... Read More

Who Pays The Price for Discounting?

Britain loves a good BOGOF.  The phenomenon of the ‘Buy One Get One Free’ offer has proved so popular on our supermarket shelves that it has also become commonplace in other sectors, such as holidays and home improvements. It’s even been known to penetrate the business-to-business building products market. This week, a report by the House of Lords European Union Committee has ascribed some of the blame for the 15 million tonnes of food thrown away by UK households each... Read More

How to Sell When The Customer Wants to Buy

The offer you can’t refuse may be a cliché lifted straight out of the salesman’s toolkit, but the global frenzy of internet shopping that will accompany this week’s ‘Black Friday’ promotions demonstrates that value for money never goes out of fashion. The thorny issue of price has been every marketer’s nemesis over the past few years, with so many purchasing decisions being based on price rather than value, quality or trust. While Black Friday may be a retail gimmick... Read More