Advertise on podcast: The Reality is Sales Training

Send us Fan Mail “I know, it’s annoying.” “I’m just following the rules.” “You might be better off going elsewhere.” These are the sorts of things customer service advisors say when they’re trying to sympathise with a frustrated customer. But when they start criticising their own company, they’re doing something called Disloyal Bonding, and it could be damaging customer experience, customer loyalty and the business itself. As organisations invest heavily in AI customer service, frontline teams are increasingly dealing with the more complicated conversations that automated systems can’t resolve. When a frustrated customer finally reaches a person, how that conversation is handled really matters. In this episode of The Reality is Sales Training, Bob and Jeremy act out some familiar customer service situations, showing how Disloyal Bonding happens and how these same conversations could be handled differently. They also discuss why businesses need to think carefully about where AI hands over to a person, and how managers can recognise and address Disloyal Bonding in their teams. How often might this be happening in your organisation? 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 Mail Are your salespeople making sales without understanding whether they’re good sales for the business? A salesperson can hit their numbers and still have very little understanding of profit, margin, return on investment or how the customer they’re selling to makes money. In this episode of The Reality is Sales Training, Bob and Jeremy look at what it means to have a commercially minded sales team and why salespeople need to understand the business behind the sale. They discuss how commercial awareness can change the way people think about customers, value, targets and their own performance, before sharing a practical exercise sales managers can use in their next team meeting to find out just how commercially aware their people are. If you lead a sales team and want your people to think beyond simply making the next sale, this is a useful place to start. 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 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 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 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 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 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 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 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. 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 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 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 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, 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 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 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 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 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. 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 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 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 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, 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 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 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 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 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 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-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.