The Reality is Sales Training

Send us Fan Mail Sales 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...

Send us Fan Mail How 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...

Send us Fan Mail Why 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...

Send us Fan Mail A 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. Yo...

Send us Fan Mail 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 matt...

Send us Fan Mail Ever 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, con...

Send us Fan Mail 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 fl...

Send us Fan Mail 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 c...

Send us Fan Mail 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 o...

Send us Fan Mail 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, ove...

Send us Fan Mail 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 a...

Send us Fan Mail 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 i...

Send us Fan Mail Why 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-...

Send us Fan Mail 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 apparen...

Send us Fan Mail 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...

Send us Fan Mail 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...

Send us Fan Mail 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...

Send us Fan Mail 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&apo...

Send us Fan Mail 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 tita...