‘Bit of Fluff’ Blog

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Status Quo – the sales obstacle, not the band..

When we sell to a new client (often in B2B sales) we are trying to change their minds. And the mind is a fascinating thing. The tendency for most humans is to choose the familiar option. To dumb this down a bit I’ll give myself as an example – when I go for an Indian…


What is a sales process map and how does it increase sales?

A sales process is a series of steps and actions you take to progress a prospect into a sale. These steps usually go from initial contact through to the sale itself but can (should!) go beyond. You may have seen them on your CRM Changing a ‘Lead’ to an ‘Account’ for example means you’ve progressed…


Sales tips: Client Meetings – body language

Whilst much of our sales leg work is done on the phone or via digital channels there is still a need for face to face meetings. Some sectors have more of this, some may have virtual meetings. How can we do our best in these meetings to create rapport, give a good impression and progress…


Sales calls – your pre-call planning

We know we have to get in touch with our potential clients and existing partners. We know that, whilst email is our best friend, that calls and real-life interactions create a better rapport, which leads to more sales. So when we call our prospects and our existing clients, let’s make sure we are purposeful.  …


How empathy can stop you closing sales

I consider myself to be empathetic, and many of my fellow sales professionals do, too. If I weren’t an empath, that might make me a sociopath or a narcissist. And I know those are BAD as I have seen the many memes on my social media feeds. Having an empathy for your prospective client is…


Time management for a better day and better sales

Distracted? It takes an average of about 25 minutes (23 minutes and 15 seconds, to be exact) to return to the original task after an interruption, according to Gloria Mark, who studies digital distraction at the University of California, Irvine. Whilst I quite like interaction with my teams, and I’m guilty of checking my social…


Old fashioned values – to increase your sales and client loyalty

“Mind your Ps and Qs,” was usually the last thing my parents would say as I went to a party/club/friends house. Meaning ‘Please’s and ‘Thank You’s. Courtesy was a matter of pride but also – I learned- ensured you were liked by the grown ups and therefore invited back. It made sense to me from…


Sales training – the point, the doubts and the benefits

Today’s employees are more demanding. And that’s not all bad news for your business. Having a team that actually want to improve, that ask for coaching and training, that are motivated to grow their skills in order to perform better.. well, that’s the kind of person you want on your side. If they aren’t asking…


Buy or Die – when to give up on a sale

It sounds a bit harsh, ‘Buy or Die’. But it is a phrase I came across in a sales blog a year or so ago and it’s stuck with me. It doesn’t mean literally die, of course, and it’s not a threat that if you don’t sign on the dotted line we will send the…


Sales technique in ten – smile when you dial..

A quick technique tip – smile when you dial. Yes, I realise it sounds cheesy. But you CAN hear when someone is smiling on the ‘phone. In fact, you can hear what type of smile it is, too, apparently. When you’re speaking on the ‘phone, you rely on aural cues, not just the words that…