Is 'Sales' an oxymoron?

A sale implies an exchange. Every day there are lost opportunities. The reasons appear to be legion. In fact failure is down to a mismatch of expectations. People and organisations want to buy to satisfy a perceived need but they also find it hard to part with money. The need must satisfy a vast range of criteria sometimes in a few microseconds or at other times after exhaustive analysis of the value exchange over a long period of time.

Consumers’ behaviours are changing and evolving very fast due to revelations from neuroscience, behavioural psychology and the evolving nature of the digital interface.

People now recognise trickery and getting your customer or client to just say ‘yes’ is rebounding on those sorts of salesmen. It may have worked at one time but buyers are much wiser to the sleight of hand techniques.

Many organisations rely on opinion to drive their business decisions which then drives their customers' experience. In contrast companies like Amazon are using some fundamental behavioural science to get people to buy. The B2B market space has often been slow to copy these powerful methods.

Sales is a skill that can be learnt. The Good News is that we now understand the psychological barriers to becoming a great sales person. The Bad News is that you won’t find the answers in old books or on the internet. Each person approaches sales differently, which is why we offer a one-to-one training method which is directed at your abilities. Personal training is the gold standard.

JJ is one of those rare original thinkers who also has been at the sharp edge of selling across a lifetime. He can teach you what works in today’s world and share insights about the future of sales. His methods work and are constantly evolving. Call him now on 020 3303 3172 and book a free 22 minute chat with him. You’ll be surprised at what you’ll learn. Or, if you prefer, complete the form below or send an e-mail.

Sales News & Views

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Assumption is the mother of all lost sales

What a delightfully quirky book Clear Sales Message is. Author James Newell, a former car salesman for Mercedes-Benz in the UK, maps out in three parts how you the small business owner with an e-commerce website, or sales professional (who regularly attends networking groups) can get your message across – because if your prospective customers […]

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The Bonus Round – Part Two

Here’s the link to Part One It’s not surprising that Mark Hunter (author of A Mind For Sales) gave a glowing testimonial to Patrick Tinney for The Bonus Round  He wrote “This is not a sales book, this  is a sales manifesto” – he was probably correct in thinking that. There’s way more useful stuff […]


2020/2021 Sales Book Reviews – UPDATE

For the past several months, I have reviewed a number of sales books. So far, these have all been published either in the USA or in the UK. Some have been more relevant than others but, in general, they all offer something for the reader. Even the ‘turkeys’ have a sales tip or two! From […]


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