The Reality is Sales Training

Send us Fan MailSales managers and team leaders spend a huge amount of time trying to move people from “capable” to consistently good. Most teams have a few strong performers, a few people who need a lot of support, and a large middle ground where standards can drift depending on confidence, pressure, energy, or habit.In this episode, Bob and Jeremy talk about what raising standards looks like in practice and why consistency matters so much in sales teams.They explore the coaching conversations that help people improve, the behaviours that can damage customer trust, and why some salespeople hit targets in ways that create bigger problems later on. There’s also a simple four-step coaching framework for leaders who want clearer conversations around performance, behaviour, attitude, and development.The episode also covers:helping people understand the “why” behind expectationsdefining what good looks likeclosing the gap between current performance and consistent performancewhat to do when somebody slips back into old habitsand how to recognise when coaching has stopped moving somebody forwardA practical episode for sales managers, team leaders, and anyone responsible for improving performance while keeping people engaged.To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailHow well do you know your competitors?In this episode, Bob and Jeremy look at how sales managers and team leaders can respond more effectively to competitors. Instead of relying on assumptions, they explore the value of running real competitor checks – picking up the phone, testing the buying experience, and seeing what happens.They talk about how competitor behaviour, not just products or pricing, can influence sales performance, and how teams can use simple benchmarking to improve their own approach.There’s also a practical look at identifying gaps in the customer experience and using them to strengthen your position in a competitive sales market.To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailWhy do so many salespeople reach for a discount the moment things get uncomfortable?In this episode of The Reality is Sales Training, Bob and Jeremy look at price integrity – why it matters, and what happens when you don’t believe in your price.They explore why arbitrary discounting creeps in, how your own mindset affects how you present cost, and why confidence in value is what really drives sales. There’s also a simple takeaway: say the price… and stop.If you’ve ever felt awkward talking about price, or found yourself discounting too quickly, this one will hit home.To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailA lot of sales fall apart after a good first conversation. Interest is there, the meeting goes well, and then the follow-up never quite lands.In this episode, Bob and Jeremy talk through what effective sales follow-up looks like. They cover how to set it up properly in the first place, how to agree next steps that actually stick, and why so many opportunities get left hanging.You’ll hear practical advice on managing follow-up without overcomplicating it, using proof and outcomes to help people decide, and avoiding the habits that stop salespeople going back to warm prospects. There’s also a look at the mindset issues that get in the way, and a follow-up phrase that probably needs to disappear from sales conversations for good.If deals are stalling after a strong start, this episode will help you get clearer, more consistent, and more effective with your follow-up.To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailWhen buyers tell you what matters most, do you really use it?In this episode, we explain Valued Added Propositions (VAPs) - how to take what your customer actually tells you and turn it into clear, relevant value that makes them feel heard. Instead of reeling off features or trying to sound clever, it’s about showing you’ve listened and linking what you offer to what really matters to them.You’ll learn how to extract the top three buying priorities with open questions, then turn them into simple “you told me/it does/which means” statements.We also look at why VAPs work well beyond the pitch:In follow-up emailsTo handle objectionsIn proposalsWhen training your team to personalise valueAll of our examples show why value that fits beats value that just sounds good. And because The Reality is Sales Training is all about bite-sized learning, the episode’s just 13 minutes – perfect for your next coffee break.Leading a team? Share this one with them – it’s a great way to help people link what they sell to what customers care about.To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailEver finished the day feeling like you’ve worked hard but achieved little?In this episode of The Reality is Sales Training, Bob and Jeremy get straight into the idea that time really does equal money in sales – and how to make every hour count. You’ll hear practical, no-fluff strategies for managing your day, protecting prime selling time, and getting more out of every call, conversation, and opportunity.They cover:·      The Success Six: A 100-year-old method that still works today·      Why ‘worst first’ frees your focus and builds momentum·      How to block out prime selling time (and keep admin at bay)·      Covey’s urgent vs important matrix (and how salespeople often get it wrong)·      The Three D’s: Delay, delegate, delete·      The two-minute rule that keeps small tasks from stealing your day·      The end-of-day check: Accomplished or exhausted?This episode is full of simple tools and sales productivity tips you can use immediately to sharpen your focus, boost your revenue, and finish your day with time and energy to spare.To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailEvery salesperson faces difficult periods, but your response to these challenges defines your long-term success. This candid exploration of sales resilience provides practical strategies for navigating the inevitable ups and downs of sales performance.We begin by acknowledging a fundamental truth: tough months happen to everyone. Whether due to seasonal business cycles, market fluctuations, or simply following an exceptional performance period, sales slumps are normal. The difference between top performers and others lies not in avoiding these downturns but in how they respond.One particularly powerful strategy we examine is revisiting previous leads that weren't fully closed. As the great Zig Ziglar noted, "People don't change their minds, but they can make a new decision based on new information." Through a realistic role-play scenario, we demonstrate exactly how to approach past prospects with something genuinely new and valuable while validating their previous decision rather than making them feel wrong.Beyond tactical approaches, we delve into the critical mindset components of resilience. Your feelings directly influence your behaviours, which ultimately determine your results.Perhaps most importantly, we challenge the limiting effect of target fixation. By shifting focus from arbitrary numbers to delivering genuine value in every customer interaction, you not only serve customers better but often achieve better results naturally. Remember - customers don't care about your targets.Ready to transform how you handle sales challenges? Visit realitytraining.com to discover how our training programmes can help your entire team develop the resilience needed for consistent long-term success.To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailStill opening with “Can I help you?” or “How are you today?”. It might be doing more harm than good.In this episode of The Reality is Sales Training, Bob and Ann explore why the most common ways to begin a sales conversation often fall flat – and what to do instead. Whether you’re speaking to customers in person, over the phone, or through digital chat, your first ten seconds can shape the entire interaction. From more natural openings to smart ways of showing you’ve done your research, this episode gives you practical ideas that build real engagement and credibility. You’ll learn: ·         Why greetings like “How are you today?” often feel insincere·         How to open in a way that feels natural and gets real responses·         What a small shift in your opening line can do for first impressions·         Tried-and-tested examples that work across industriesIf you want to improve the way you start conversations and set the tone for better outcomes, this one’s worth a listen.To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailEver had a sale slip through your fingers just as you thought you had it in the bag? Maybe the customer seemed interested but hesitated at the last moment and you weren’t sure what to say next. Closing can be the trickiest part of a sale – so how do you do it well without feeling pushy?In this episode, we’re discussing the art of closing with confidence. We’ll break down some of the most effective techniques, like the Elmer Wheeler Close, which helps you respond instantly to customer queries, and the Puppy Dog Close, which taps into emotional connection to make a sale feel like a natural step. We’ll also explore why trust is key – because when customers feel like they’re making the right decision for them, closing isn’t a battle, it’s a smooth transition.So, if you’ve ever found yourself stuck at the final hurdle, wondering how to turn interest into action, this episode’s for you. Tune in now and learn how to close deals in a way that feels good for both you and your customers!To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailEvery call ends in a close – but is it you closing the customer or them closing you with a reason they can’t proceed?In this episode, we explore the subtle tactics buyers use to steer sales conversations, including indifference, strategic timing and the influence of information gatherers. By understanding these hidden strategies, sales professionals can refine their approach, overcome objections and boost their success rates:Key takeaways from this episode:How buyers use indifference to stall or deflect decisionsThe role and impact of information gatherers in the buying processWhy timing can make or break your pitchPractical techniques to handle price objections with confidenceDon’t miss this episode – and stay tuned for the next one, where we’ll explore more effective closing strategies.To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailHow many sales slip away because we’re hesitant to ask the all-important closing question? In this episode, we tackle the overlooked art of confidently asking for the sale. Through lively role-play scenarios - like pitching the now-famous 'Lundgren' air fryer or selling a dream honeymoon to the Maldives - we highlight the common mistakes salespeople make when they shy away from asking for a decision. You'll learn effective strategies like the "closed question close" and discover how to overcome the hesitations that leave deals in limbo. We also explore the power of assumptive closes, where picking up on customer cues can be the key to success. With engaging anecdotes, from bartending stories to retail jacket sales, we illustrate why asking for confirmation is vital - especially in industries like financial services. Plus, hear tried-and-tested closing techniques from sales training legends, and discover why a clear "no" can sharpen your sales strategy and boost your efficiency. Packed with personal insights, humour, and practical advice, this episode is your first step towards mastering closing techniques and ensuring no opportunity is left on the table. This is the first in a series of short episodes on How to Close the Sale – don’t miss the rest of this series, coming soon!To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailHandle any objection with these amazing tips! In Part 3 of our Objection Handling series, we unravel the power of storytelling in sales. Through humorous anecdotes and relatable examples, we'll show you how to shift the focus from price to value and build authentic connections with your customers. Here's what you'll discover:The surprising impact of storytelling in overcoming price objections - like the tale of Bob, his family lunches, and an overpriced air fryer!Why rattling off product features falls flat and how to focus on genuine benefits instead.Techniques to showcase your strengths with integrity - without resorting to negative selling against competitors.The psychological comfort of relatable stories and how sharing real-life success examples can ease customer doubts.Creative ways to break the ice in virtual training sessions using personal storytelling to foster trust and engagement.Packed with laughs, insights and actionable tips, this episode will transform the way you handle objections and enhance your sales technique. Listen now for a fresh perspective on sales storytelling!To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailWhy do buyers so often say, "I need to check with my partner" – and how can salespeople respond with confidence?In this lively episode, Bob and Jeremy tackle one of the most common and frustrating objections in sales. Packed with practical strategies and a dose of humour, this is your guide to turning hesitation into commitment.We kick things off with a hilarious role-play centred on the fictional Lundgren 7000 air fryer, capturing the all-too-relatable challenges salespeople face when objections arise. But it's not just laughs – we break down the psychology behind this polite but evasive response, helping you understand what’s really going on in your buyer’s mind.From surprising insights into Dolph Lundgren’s academic background (yes, Rocky IV gets a mention!) to practical tips like using music to build rapport, this episode goes beyond the basics. You’ll discover how to transform objections into opportunities, strengthen client relationships, and guide conversations towards a confident “Yes!”What you’ll gain:Psychological insights into customer hesitationProven techniques to overcome objections with confidenceCreative ideas to enhance the sales experience, from playful touches to clear communicationWhether you’re a seasoned salesperson or new to the game, this episode is packed with actionable advice to boost your skills and tackle objections with flair. Tune in now and empower your team to close deals with ease!To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailHow 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 maximise your success.To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailHow 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.To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailCan 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. To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailWe 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? To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailThis 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!To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

Send us Fan MailIn 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! To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.