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When 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 emails
• To handle objections
• In proposals
• When training your team to personalise value

All 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.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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This episode could literally make you more money! We break down how to convert minutes into money using the Success Six, time blocking, and the three D’s so you finish the day accomplished, not exhausted. Practical steps, simple tools, and a sharper focus on what truly moves revenue.

• why time equals money in sales
• the Success Six and “worst first”
• time blocking to handle interruptions
• urgent versus important using Covey’s lens
• the three D’s: delay, delegate, delete
• protecting prime selling time from admin
• micro‑wins and the two‑minute rule
• end‑of‑day check: accomplished or exhausted

Please share, edit, review, whatever. Pass this on to somebody who can make more of their time

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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Every 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.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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Still 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 industries

If you want to improve the way you start conversations and set the tone for better outcomes, this one’s worth a listen.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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Ever 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!

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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Every 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 decisions
• The role and impact of information gatherers in the buying process
• Why timing can make or break your pitch
• Practical techniques to handle price objections with confidence

Don’t miss this episode – and stay tuned for the next one, where we’ll explore more effective closing strategies.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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How 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!

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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Handle 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!

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.