Chris Murray

The Things That Successful Sales People Already Know; Number 1 - Deep Listening

If you have read any of my stuff before you’ll know that one my favourite little bits of wisdom is this: “When a customer walks into a DIY store to buy a drill, they don’t want a drill, they want a hole! Good sales people discover exactly what kind ... Read >

Wine and Spirit Sales Skills Do Your Customer Know More About Composite Promotions than You?

Big brand Sales teams stroll into their customers offices with set-in-stone promotions, put together by young marketing graduates who don't realise they are just reinventing the wheel. But what would happen if we took some time out to listen to the wis... Read >

Drinks Industry Sales Skills - How Brand Owners Can Help Save the On-trade

As a sector, the On-trade is in decline. The vast choice that consumers have on where to spend their "leisure pounds", mixed with the competitive nature of the off trade, has given this sector a lot to think about. Here's a thought, last Christmas ... Read >

Seven Tips to Ensure You Find the Right Sales Training

"The geographical distribution of the private training provider base is reasonably even (measured by training providers as a proportion of the overall business population), although the North West region has a slightly below average density of training pr... Read >

Successful Life Skills - Rocks, Pebbles, Oranges, Persistence.

After a Saturday afternoon collecting stones from a North Wales beach for a time management project I had coming up (you'll have to book the course to find out why), my little boy turned to me and said "You should use an orange as well!" Humouring him,... Read >

Successful Life Skills - Breakfast Epiphanies

"Suddenly you're afraid and you don't know what you're afraid of. Do you ever get that feeling?" Holly Golightly There are times when it feels like getting to work was the biggest achievement of the day! A half eaten breakfast, a stressful drive thr... Read >

Successful Sales Skills - What do your customers say about you when you leave?

"Sometimes it is the most basic and straightforward of advice, the kind that we tend to miss as naive, that can be the most effective..." Howard C. Cutler. You know how you want to be treated by other salespeople, we all do, so why have we have all w... Read >

Successful Sales Strategies – Avoiding the Ping Pong Alternative

Do you constantly wish that you didn't feel so obliged to offer discount to your customers just because they asked, or wonder why the competition can consistently charge more for their goods or services than you do, and yet yours are better value for mone... Read >

Killer Sales Secrets and Techniques - The Ten Rules of Deep Listening

How do you differentiate yourself from every other sales person that walks through the prospects door? What makes you more consultative than aggressive? If you want to get the sales that others simply never even realised existed, the answer is deep listen... Read >

Killer Sales Secrets and Techniques – Questioning Techniques That Work

Being able to understand a situation well enough to present a solution requires a particular set of questioning skills, and once you've understood the equally important skill of listening to the answers that you are given, you can make extremely good use ... Read >

Successful Business Skills - I don’t need to practise, I’m a natural

"Practise, the natural enemy of the moderately talented." Magpie Girl Do some things just come naturally and easily to you? When you have been blessed with talent, of any kind, coming across something which takes a little time and effort to master, ... Read >