Send us a text

How do you handle a price objection? It’s going really well, and then ‘that’s a bit expensive.’ What do you do? Join Bob and Jeremy as we uncover how viewing objections as speed bumps rather than roadblocks can transform your sales strategy.

In this episode we shine a light on price objections, equipping you with the tools to handle them like a pro. Prepare to turn those apparent sales hurdles into golden opportunities by mastering the art of questioning and understanding the psychology behind customer resistance.

Journey with us through an engaging scenario involving a middle-class domestic purchase, where we demonstrate our top objection handling strategies. Discover why objections might be the secret buying signals you've been missing all along. From the importance of early preparation to the nuanced dance of reselling, this episode is your guide to revolutionising your sales conversations. Whether you're a budding salesperson or a seasoned expert, tune in for tips that promise to elevate your approach and maximize your success.

For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

Send us a text

How good are your questioning skills?
What if your questions could unlock the doors to deeper client relationships and increase sales?

Join us as we unpack the transformative art of questioning in sales, inspired by the insights of Elmer Wheeler. Too often, salespeople fall into the trap of asking generic, uninspired questions like "How's business?" or "How are you today?" We're here to change that narrative by showing you how to craft questions that not only engage but also gather crucial information, setting the stage for meaningful conversations and improved customer satisfaction. This episode is your guide to moving away from stale pitches and toward conversations that matter.

In our discussion, we emphasise the potency of open-ended questions and the strategic use of the six honest serving men—who, what, when, which, why, where—to elicit thoughtful responses. Discover why steering clear of emotionally charged "why" questions can create a more inviting atmosphere for dialogue. We delve into the concept of "Wickering" and explore layered questioning techniques through a humorous travel sales scenario, illustrating how these approaches can enrich interactions. By focusing on understanding client needs and facilitating informed decision-making, you'll learn how to offer solutions that truly resonate, thereby strengthening client relationships and paving the way for success.

For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

Send us a text

Can you confidently state the price of your product without feeling like you’re dropping a bombshell? Uncover the secrets to mastering price delivery in sales, and learn why timidly muttering numbers or hiding them between features can erode your credibility. We share vivid anecdotes, such as the tale of a travel agent struggling with high holiday costs, to illustrate the pitfalls of the "cappuccino price delivery" and the "price sandwich" methods. By the end of this discussion, you'll grasp the importance of presenting prices with unwavering confidence and truly believing in the value of what you're selling.

Drawing inspiration from sales legend Zig Ziglar, we emphasize the critical role of confidence and enthusiasm in every sales interaction. Discover how mastering your language and genuinely conveying belief in your product can transform your sales outcomes. Sales is more than a transaction—it's about transferring feelings. Your conviction can be the difference between closing a deal and missing out. This episode is packed with practical tips to enhance your price delivery technique, ensuring your entire sales process is not just robust but also convincing. This skill is crucial for sales success.

For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

Send us a text

We all have irritators – things we say without realising. You may know what you’re talking about but you’re not thinking about how you come across, and as such you will pepper your discussion with verbal habits that are really annoying.

‘Obviously’ is the most common, followed by ‘basically’. How patronising when you think about it! ‘The point is...’, ‘in other words...’, ‘at the end of the day...’ – there are so many others, all highlighted in this episode. You know? It’s like… really important. Discover the psychological reasons behind these habits, such as the fear of silence and the compulsive need to keep talking, and learn practical techniques to speak more effectively and make a lasting impression on your clients.

In the latter half of this episode, we tackle the broader issue of professional communication irritators, particularly industry-specific jargon that can leave your audience confused and alienated. Imagine how much more effective your conversations could be without these common pitfalls. By actively listening and engaging in open discussions with colleagues about these habits, you can significantly enhance your communication skills. Join us for practical advice and strategies to elevate your sales conversations and build stronger relationships with clients, setting you on the path to success.

If you have an ‘obviously’ merchant in your team, then how do you deal with that?

For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

Send us a text

This is the most underused question in sales. Unlock the secret to improving your sales with the subtle, yet impactful, 'power of choice' strategy.

Join Bob Morrell and Jeremy Blake as they reveal how offering options can shift the customer's mindset from a passive observer to an active decision-maker. Ever been trapped by the 'yes or no' approach? We'll show you how flipping the script from 'if' to 'which' not only empowers your customers but improves conversion rate. Jeremy illustrates this with tales from his waiter days, where the 'power of which' dramatically increased his tips!

This episode isn't just about theory; it's a practical guide to honing your sales technique across a spectrum of scenarios. We discuss the critical importance of having a well-thought-out product range and how failing to present it effectively can lead to missed opportunities and lost sales. It's a candid chat about the mistakes salespeople often make and the tricks to avoid them. And for managers eager to sharpen their team's edge, there's a treasure trove of insights to take back to the sales team. Another of Elmer Wheeler’s gems, this tip is handy for every type of sales, retail, telephone and business.

Please listen and share!

For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.

Send us a text

In this new podcast, The Reality is Sales Training, Bob Morrell & Jeremy Blake, with over 20 years of experience behind them, dissect the worldwide sales conversation. They offer you the wit and wisdom to craft compelling narratives and new sales approaches that captivate any prospective customers.

In this first episode, discover the forgotten genius of Elmer Wheeler, a titan of sales training, and learn why 'basic' sales skills are anything but basic. ‘Sell the Sizzle’ is one of Elmer’s ‘Wheeler Points’ – core principles that underpin professional sales behaviours. If you are not selling the sizzle, then your conversion rate will be less than it could be.

Whether you're honing your own skills or managing a sales team, our podcast serves up a hearty feast of pragmatic strategies and stories that reshape the sales landscape. Let's turn up the volume on your sales potential! Commercial organisations will look at so many ideas to be more successful. If you look at your customer-facing staff, either face to face or on the phone, or via webchat, of all the things you could do, the Reality is Sales Training is in our experience, the most effective investment.

Please listen and share!

For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.