Diary of a Sales Expert

A question posed by a listener regarding the delicate balance of persistence in follow-ups without crossing the threshold into annoyance is at the forefront of our discussion today. I elucidate the importance of self-reflection, emphasising the necessity of distinguishing between genuine persistence and unwelcome pushiness. Through the examination of practical strategies, I advocate for an approach centred on offering value and addressing the specific challenges faced by prospects, rather than merely seeking to advance one's own agenda. Furthermore, I share illustrative anecdotes, underscoring the efficacy of maintaining respectful communication and recognising the time required for decision-making processes. Ultimately, our dialogue aims to equip listeners with the tools to engage meaningfully, fostering relationships that are both productive and respectful.Takeaways: Persistence in follow-ups is crucial, but one must avoid being perceived as pushy or annoying. Self-reflection is key to understanding the fine line between being persistent and aggressive in communication. Engaging with prospects should focus on providing value rather than solely pushing for a sale. Remaining respectful of a prospect's time and situation enhances the likelihood of positive engagement. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

Are you constantly being ignored by key decision-makers in your sales outreach? You're not alone — but you're probably making one (or more) of these 5 costly mistakes.In this episode, James breaks down:✅ Why timing matters more than you think✅ The real reason your message isn't landing (and how to fix it)✅ How to build credibility and stay top of mind✅ Why poor articulation of your solution is killing your chances✅ What making an impact really looks like (with creative examples that actually work)Plus — hear the inspiring story of Giuseppe Paterno, Italy's oldest graduate at 96, proving it's never too late to go after what you want.Whether you're a business owner, SDR, or sales leader, this episode will give you practical, honest advice to help you stop being ignored and start booking the meetings that matter.If this helped, don't forget to subscribe and leave a review — it means the world and helps us keep bringing you more great content.And if you want weekly sales insights like more negotiation tips and more, delivered straight to your inbox, go here: https://www.jameswhite.business/newsletter-sign-up/

The intricacies of the sales process are often underappreciated, yet they play an integral role in determining the outcome of a sales interaction. A salient theme of this discussion is the psychological underpinnings that contribute to a potential client's willingness to concede to a sales proposal. The sense of belonging, for instance, emerges as a pivotal factor that influences decision-making; when individuals perceive themselves as part of a larger community, they are more inclined to respond affirmatively to sales overtures. The podcast elucidates this notion by referencing the efficacy of social proof statistics demonstrating widespread approval or participation, which can assuage doubts and foster a sense of security in prospective clients. Furthermore, the conversation highlights the importance of empathy in sales; understanding the unique challenges and aspirations of clients is paramount. When clients feel genuinely understood and valued, they are more likely to engage positively with the sales process, culminating in a favourable outcome. Thus, the episode underscores the dual necessity of employing psychological insights and empathetic communication to enhance sales efficacy.Takeaways: Understanding the psychological triggers behind the word 'yes' can significantly enhance sales effectiveness. Creating a sense of belonging is crucial; people are more likely to say yes when they feel part of a community. The law of reciprocity plays a vital role in sales; giving something of value can induce a favourable response. To achieve a positive response, it is essential to make individuals feel understood and valued throughout the sales process. Trust is foundational in sales; demonstrating reliability and consistency can foster a strong relationship with potential clients. Asking the right questions at the appropriate time can uncover the motivations and concerns that influence the decision-making process. As mentioned within the episode, why not join the Inner Circle to get the secrets for sales growth, you can find out more on my website: https://www.jameswhite.business/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

Negotiation on larger purchases is an imperative skill that often goes underutilized, and I seek to elucidate its significance in this discourse. Many individuals forgo the opportunity to negotiate, particularly in substantial transactions such as vehicle acquisitions, thereby potentially incurring unnecessary financial expenditure. Through a personal anecdote surrounding a recent car purchase by a close relative, I aim to highlight the missed prospects that arise from a lack of negotiation. It is essential to recognize that one has little to lose by inquiring about price adjustments, especially in today's economic climate, where sellers are often amenable to negotiations. I will expound upon practical strategies that empower individuals to advocate for better deals, underscoring the inherent benefits of embracing negotiation as a standard practice in significant financial dealings.Takeaways: Negotiating larger purchases can yield significant savings, thus maximizing one's financial resources. One has nothing to lose by asking for a discount, as sellers often expect negotiation. Understanding the dynamics of negotiation enhances one's skills as a salesperson and buyer alike. Cash transactions provide a tangible sense of value, reinforcing the importance of negotiation in major purchases. Many individuals neglect to negotiate due to fear of rejection, yet the potential gains far outweigh the risks. Being aware that it is your money can empower you to negotiate effectively, fostering a more assertive purchasing experience. As mentioned within the episode, why not join the Inner Circle to get the secrets for sales growth, you can find out more on my website: https://www.jameswhite.business/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

Pitching constitutes a pivotal element in the realm of sales, yet it is a practice fraught with peril when executed without due diligence. In our discourse, I shall elucidate a systematic methodology to enhance the efficacy of your sales pitches. I shall emphasize the imperative of thoroughly comprehending the client's pain points and the critical decision-makers involved prior to embarking on the pitching process. Furthermore, we will explore the significance of formulating a compelling narrative that not only outlines available options but also vividly illustrates the potential outcomes associated with each alternative. By adhering to these principles, we can strive to transform the often daunting task of pitching into a strategic opportunity for success.Takeaways: In sales, the act of pitching is often perceived as the most critical component; however, its effectiveness is frequently compromised by missteps made prior to the actual presentation. Understanding the specific pain points and challenges of the prospective client is paramount before initiating a pitch, ensuring that the presentation is relevant and targeted. It is essential to be well-acquainted with the audience to whom one is pitching; knowledge of their roles and decision-making authority can significantly enhance the impact of the pitch. Employing the SOLVER model—situation, options, list, visualize, examples, results—provides a structured framework for delivering a compelling and persuasive sales pitch. Prior to pitching, ascertain the motivations driving the client's urgency; understanding the timeline and the significance of the decision-making process can greatly inform the approach taken. Finally, always question the necessity of pitching if the prospective client is unable to articulate their needs or decision criteria, as this may indicate a lack of commitment to the process. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

The optimal one-on-one meeting with a staff member is paramount for fostering a productive and supportive workplace environment. Establishing a consistent framework for these meetings not only enhances communication but also strengthens the relationship between the manager and the salesperson. In this discourse, I elucidate the essential strategies that can be employed to ensure that such meetings yield meaningful outcomes. I emphasize the importance of preparation, the establishment of rapport, and the necessity of addressing both performance metrics and personal development. By adhering to these principles, we can cultivate a culture of accountability and growth that ultimately benefits both the individual and the organization.Takeaways: The success of a one-to-one meeting is contingent upon the commitment to hold the meeting as scheduled, which conveys the importance of the salesperson to management. As the meeting unfolds, it is essential to cultivate rapport and relationship, ensuring that the salesperson feels valued and understood as a person. Effective meetings necessitate prior preparation, where salespeople outline objectives they wish to accomplish, thereby enhancing the productivity of the session. Setting a clear agenda at the outset of the meeting establishes expectations and fosters a positive atmosphere focused on achieving targets and overcoming obstacles. During the meeting, it is crucial to review performance metrics, facilitating an insightful discussion on sales strategies and the progression of deals in the pipeline. Finally, closing the meeting with actionable next steps and mutual accountability ensures that both the manager and salesperson are aligned on future objectives. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

Dan Hicks, a distinguished sales professional with nearly three decades of experience in the IT sector, shares the remarkable story of closing a £980,000 deal during his conversation with James White. This episode delves into the intricacies of Dan's sales journey, highlighting the pivotal moments and techniques he employed to cultivate relationships and effectively address client needs. We explore the nuances of rapport-building in sales, underscoring the importance of understanding the individual and their specific challenges. Dan's insights into the evolution of sales strategies, particularly concerning technology and automation, provide valuable perspectives for aspiring sales professionals. Join us as we unpack the lessons learned from Dan's extensive career and the critical elements that contribute to sales success.Takeaways: Dan Hicks emphasizes the importance of building rapport with clients, a skill he developed over his extensive sales career. The significance of actively listening to clients is paramount, as understanding their needs leads to successful sales outcomes. Dan's greatest achievement was closing a £980,000 IT deal, highlighting the impact of establishing trust with customers. Sales is fundamentally about problem-solving, understanding client issues, and providing tailored solutions. The integration of AI tools, such as Microsoft Co-Pilot, can greatly enhance sales efficiency and communication. Dan advocates for the importance of personalizing outreach efforts to foster genuine connections with potential clients. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

The optimal utilisation of LinkedIn is paramount for individuals seeking to captivate their target market effectively. Remarkably, a staggering 98% of LinkedIn users do not engage in posting more than once monthly, which underscores a significant opportunity for those willing to adopt a more proactive approach. This episode elucidates the strategies that can transform LinkedIn from a passive networking platform into a vibrant personal branding and business growth arena. By consistently sharing valuable content, optimizing profiles to resonate with specific audiences, and engaging with potential connections, one can leverage LinkedIn's vast resources to foster meaningful professional relationships. I invite you to explore these insights to enhance your LinkedIn presence and ultimately achieve greater success in your professional endeavors.Takeaways: A staggering 98% of LinkedIn users do not post content more than once a month, which presents an opportunity for those who actively engage. Regular posting on LinkedIn can significantly enhance visibility and interaction, ultimately leading to greater professional opportunities. Optimizing your LinkedIn profile to resonate with your target audience is imperative for establishing a professional online presence. Engaging with relevant content and participating in LinkedIn groups can broaden your network and foster meaningful business relationships. Sharing valuable insights and solutions to common industry problems establishes you as a thought leader and encourages audience engagement. Dedicate specific time each day to interact with LinkedIn to maximize your networking effectiveness and maintain a consistent presence. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

The principal focus of this discourse is the articulation of four cardinal rules that facilitate the hiring of elite salespeople. Through my extensive experience in sales and business ownership, I have discerned the paramount importance of hiring individuals who exhibit not only skill but also the intrinsic qualities necessary for success. The first rule emphasizes the necessity of hiring for attitude, as one can cultivate sales skills, yet the inherent hunger and drive must be present from the outset. The second rule underscores the critical role of emotional intelligence in a salesperson's ability to connect with diverse clientele and navigate intricate interpersonal dynamics. Additionally, a proven track record of success constitutes the third rule, as it provides tangible evidence of a candidate's capability to deliver results. Lastly, the fourth rule necessitates alignment with the company's culture, ensuring that the new hire integrates seamlessly into the existing team. By adhering to these principles, we can significantly enhance our recruitment process and foster a high-performing sales team.Takeaways: To hire elite salespeople, one must prioritize candidates who exhibit a strong positive attitude and a genuine desire for self-improvement. Emotional intelligence is paramount when selecting salespeople as it enhances their ability to connect with and understand customers more effectively. A proven track record of success is essential; candidates should articulate specific instances where they successfully closed deals and navigated challenges. Ensuring cultural fit within the organization is crucial; an elite salesperson must align with the company's values and dynamics to thrive. Hiring for attitude over skills allows for the cultivation of talent within individuals who possess the right mindset and drive for success. Continuous learning and adaptability are key traits to seek in sales candidates, as the landscape of sales is ever-evolving. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

Sales calls often evoke a sense of urgency and the need for continuous dialogue; however, the profound impact of silence cannot be overstated. In this episode of Diary of a Sales Expert James dives into the transformative power that silence wields during sales conversations. By embracing moments of quiet, we allow prospects the necessary space to reflect, thereby fostering deeper contemplation regarding the solutions presented to them. Silence signifies confidence and encourages prospects to articulate their thoughts and concerns more freely, thereby enriching the dialogue. As we explore this often-overlooked aspect of sales communication, we aim to equip ourselves with strategies to significantly enhance our effectiveness in securing business opportunities.Takeaways: Silence in sales calls serves as a powerful tool that enables prospects to reflect on the value of the solutions presented. Many salespeople mistakenly believe that constant talking is necessary to maintain engagement during a call, overlooking the effectiveness of silence. Utilizing silence appropriately demonstrates confidence and self-mastery, leading to more impactful sales conversations. Encouraging prospects to speak by remaining silent after posing a question can reveal their genuine thoughts and concerns, fostering deeper communication. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

Customer retention plays a pivotal role in driving revenue growth, as it fosters long-term relationships that significantly enhance a company's profitability. In this discourse, I elucidate the critical missteps made by a prominent brand, Dyson, which ultimately resulted in my irrevocable departure as a loyal customer. Through a detailed examination of this case, I aim to illuminate the detrimental consequences of neglecting customer engagement and the vital strategies that can be implemented to cultivate enduring connections with existing clientele. I will further expound upon the myriad benefits of prioritizing customer retention, including the cost-effectiveness of maintaining current customers versus acquiring new ones, as well as the potential for increased sales through cross-selling additional services. The insights shared herein are intended to equip business owners and sales professionals with the tools necessary to fortify their customer relationships and optimize their revenue streams.Takeaways: Customer retention is instrumental in fostering substantial revenue growth through sustained customer loyalty. Companies must prioritize existing customers to capitalize on the ease and cost-effectiveness of retention strategies. A significant correlation exists between the number of services utilized by a customer and their likelihood of remaining loyal. Effective customer service is essential; a poor experience can irrevocably damage brand loyalty and customer retention. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

Jack Brooks, a former professional cricketer with a remarkable 15-year career, joins us to share insights from his journey through the world of cricket and beyond. Renowned for his impressive tally of 531 wickets and his pivotal role in two County Championships with Yorkshire, Jack reflects on the lessons learned from both sports and business. Our conversation delves into the parallels between these two realms, particularly how the discipline and resilience required in cricket can translate into success in professional environments. Additionally, we explore Jack's experiences in sales and how he adeptly transitioned from player to coach, all while building a personal brand during his cricketing tenure. Tune in as we uncover Jack's perspective on achieving excellence and navigating life's challenges, illustrating the profound connections between sport and business.Takeaways: Jack Brooks reflects on his 15-year cricket career, emphasizing the importance of perseverance and passion in achieving success in sports. The discussion highlights the parallels between sports and business, particularly in areas like teamwork, resilience, and strategic planning for success. Brooks shares insights on building a personal brand during his cricketing days, illustrating how image and identity can impact professional opportunities. The conversation touches on the significance of mentorship and guidance in sports, revealing how experienced players can shape the careers of younger athletes. Brooks discusses his transition from player to coach, noting the challenges of letting go of the game while still wanting to contribute to the sport. The episode explores the mental aspects of performance in cricket, emphasizing the need for athletes to manage pressure and maintain focus during critical moments. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

Success as a sales leader necessitates a profound understanding of expectations and a strategic approach to leadership. In this discourse, I elucidate the fundamental steps essential for thriving in such a pivotal role. I commence by emphasizing the critical importance of acquiring clarity regarding the expectations set forth by superiors, which serves as the foundation for any burgeoning sales leader. Furthermore, I advocate for an initial period dedicated to absorbing information and assessing the current landscape, thereby ensuring that one does not hastily implement changes without a comprehensive understanding of the existing dynamics. By fostering relationships with team members and other departmental leaders, a sales leader can cultivate an environment conducive to collaboration and success. Ultimately, the insights shared herein aim to equip aspiring sales leaders with the necessary tools to navigate their new responsibilities effectively and to drive their teams toward achieving collective goals.Takeaways: As a newly appointed sales leader, it is imperative to ascertain the expectations set by superiors within the initial phases of your role. Devote a substantial period of time to comprehensively understand the existing dynamics of your sales team before enacting any changes. Establishing a rapport with your team members is essential; understanding their personal motivations greatly enhances overall team performance. Continuous assessment and alignment of team objectives with broader corporate goals is a critical component for achieving sustained success. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

Are you struggling to meet your sales targets? This podcast dives deep into the critical reasons behind missed sales goals and offers actionable solutions to get you back on track. James discusses the common pitfalls, such as setting unrealistic targets, lacking a clear sales strategy, and failing to understand your market adequately. He emphasizes the importance of focusing on a specific audience and having a consistent sales methodology to achieve sustainable growth. By the end, you'll gain valuable insights on how to enhance your sales approach, improve prospecting efforts, and ultimately meet—and exceed—your targets.Takeaways: Ensure your sales targets are realistic by analyzing past performance and industry standards. Focus on solving specific problems for a targeted audience to achieve better sales results. Develop a clear sales strategy that outlines how to reach your targets effectively. Understand your market deeply to tailor your offerings to current needs and issues. Prioritize prospecting consistently and effectively to build a robust sales pipeline. Collaborate closely between sales and marketing to ensure alignment and maximize opportunities. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

Booking meetings with prospects for 2025 requires a clear purpose and a focus on problem-solving, rather than simply selling. James White emphasizes the importance of viewing sales as a duty to help clients rather than a mere job, which can significantly impact how potential clients perceive outreach efforts. He suggests that understanding the value a meeting provides to the other person is crucial; if they can't see the benefit, they are unlikely to engage. Additionally, building a targeted list of ideal prospects and reaching out consistently across multiple channels increases the chances of securing meetings. By taking action and personalizing communication, sales professionals can effectively enhance their opportunities and foster meaningful conversations with potential clients.Takeaways: View your sales efforts as a responsibility to solve clients' problems, not just a job. Identify the specific value that potential clients will gain from meeting with you. Develop a targeted list of key prospects and consistently reach out to them. Utilize multiple communication methods and channels to engage prospects over time. Keep your meeting invitations clear and concise to capture interest effectively. Create a sense of urgency around the issues you address to encourage prompt meetings. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business if you've enjoyed the podcast, please give us a review.

Writing great proposals is essential for avoiding the frustration of being ghosted by potential clients. James White emphasizes that proposals should not be mere documents of hope but rather clear outlines that confirm what you will deliver to the prospect. He discusses the importance of understanding the buyer's pain points and budget before sending a proposal, as well as the necessity of asking what the buyer wants to see in the proposal to ensure it meets their expectations. Throughout the episode, he shares practical tips for creating concise and impactful proposals that effectively communicate the value of your offering. By following these guidelines, sales professionals can increase their chances of success and minimize wasted time on proposals that don't lead to results.Takeaways: Writing proposals should focus on solving specific problems rather than being documents of hope. Always discuss budget ranges with prospects before sending a proposal to ensure alignment. Clarifying what the buyer wants to see in a proposal can save time and effort. Be concise in your proposals; aim for clarity rather than overwhelming details. Include a clear outline of the problem and its impact to engage the buyer effectively. Presenting the proposal can facilitate better communication and understanding than just sending it. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts, if you've enjoyed the podcast, please give us a review.

Building a business of value is essential, whether for a future exit or to create a legacy. Caroline and Martin from 55 Financial share their extensive experience in the corporate world and provide valuable insights into the intricacies of business setup and sale. They emphasize the importance of having a clear plan and understanding the potential value of your business, while also addressing common mistakes that business owners make, such as not investing in financial systems early on. The discussion highlights the significance of preparing your business to operate independently, ensuring that it can thrive without you, which ultimately enhances its market value. With practical advice on structuring your business and the role of professional advisors, Caroline and Martin guide listeners on how to maximize their business's worth and achieve their desired outcomes.Takeaways: Building a business of value requires a clear vision and strategic planning from the outset. Effective communication with your team is essential during the business transition process. Investing in strong financial systems is critical to creating a sellable business. Business owners should plan for their exit three to five years ahead of time. Understanding the importance of creating an independent business can significantly increase its valuation. Choosing the right advisors early in the process can lead to smoother transactions.If you would like to connect with Martin, and Caroline or find out more about 55 Financial you can find them on the links below:Martin: https://www.linkedin.com/in/martin-vincent-accountant/Caroline: https://www.linkedin.com/in/caroline-foot/55 Financial: https://www.linkedin.com/company/55-financial/posts/?feedView=allWebsite: https://55.financial/Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts, if you've enjoyed the podcast, please give us a review.

James White reflects on the highlights and lessons learned from the Diary of a Sales Expert Podcast in 2024, sharing valuable insights gained from his guests. He discusses the importance of emotional intelligence in sales and emphasizes the need for personalized engagement in a rapidly evolving market. Abigail Morris, his social media manager, joins him to explore standout moments from the year, including the inspiring stories of guests like Louise Brogan and Alexander Seery. They touch on the challenges of balancing marketing and sales efforts, stressing the necessity for collaboration and clear communication between teams. As they look ahead to 2025, James encourages listeners to reach out with their sales challenges, aiming to make the podcast a resource for practical solutions in the evolving landscape of sales.Takeaways: James emphasizes the importance of emotional intelligence in sales and business interactions. Abby and James discuss the need for sales and marketing teams to collaborate effectively. James mentions that understanding your audience is critical for successful sales strategies. The podcast features inspiring guests who share valuable sales insights and personal stories. James encourages listeners to reach out with specific sales challenges for future episodes. The value of hiring team members who excel beyond your own skills is highlighted. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts, if you've enjoyed the podcast, please give us a review.

James White shares his favourite sales books of 2024, highlighting six impactful reads that can enhance your sales skills and understanding of customer behaviour. He emphasizes the importance of learning from these books to improve sales strategies and achieve better results. Among the recommendations is "What Your Customer Wants and Can't Tell You" by Melina Palmer, which delves into behavioural economics and how it influences buying decisions. James also discusses "Copywriting Secrets" by Jim Edwards, a guide to crafting compelling copy that drives sales. The episode wraps up with a motivational story about Alain Robert, the French Spider-Man, inspiring listeners to embrace bravery and push boundaries in both business and life.Takeaways: James emphasizes the importance of understanding customer psychology to enhance sales strategies effectively. He recommends reading a variety of insightful books to improve sales and business acumen. The concept of loss aversion, as discussed in Melina Palmer's book, plays a crucial role in sales effectiveness. Effective copywriting is essential for business owners to communicate value and engage customers. James highlights the significance of mastering the art of writing compelling sales copy. He encourages listeners to read consistently, suggesting a goal of 20 pages per day for personal growth. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts, if you've enjoyed the podcast, please give us a review.

James White is joined by Brian Dietmeyer to explore the evolving landscape of sales, negotiation, and the integration of AI in training sales professionals. Brian emphasizes the importance of understanding buyer needs and the competitive landscape to navigate negotiations successfully. He shares insights from his extensive career, highlighting that success in sales comes from showing customers how to meet their needs with higher confidence and lower risk than alternatives. The conversation also delves into the shortcomings of traditional sales training models and how Brian's new venture, Close Strong, aims to provide continuous support and real-time assistance to sales teams. With a focus on empathy and curiosity, this discussion offers valuable strategies for sales professionals looking to adapt and thrive in a fast-changing environment.Takeaways: Buyers often leverage alternatives to negotiate better deals, making it crucial for sellers to understand these alternatives thoroughly. Success in sales is built on empathy, understanding customer needs, and presenting solutions that lower perceived risk. Sales training should focus on sustained learning rather than one-off events to ensure lasting skill retention. Negotiation strategies should emphasize how to meet customer needs better than alternatives, enhancing confidence in the solution offered. Being curious and diagnostic in sales conversations leads to deeper insights and stronger connections with potential clients. AI can play a critical role in ongoing sales support, providing real-time assistance and insights to sales representatives. If you would like to connect with Brian check out his LinkedIn profile: https://www.linkedin.com/in/brian-dietmeyer-5390052/And if you would like to find out more about Close Strong, you can find their website here: https://www.closestrong.ai/Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts, if you've enjoyed the podcast, please give us a review.

Leaving an effective voicemail can significantly increase your chances of getting a response, and in this podcast, James White dives deep into the art of crafting the perfect message. He emphasizes the importance of clarity, brevity, and a strategic approach when reaching out to prospects. James shares practical tips on what to say and, equally important, what not to say to ensure your voicemail stands out rather than gets ignored. He discusses the ideal length for a voicemail and the necessity of repeating your contact information to facilitate easy callbacks. Additionally, James highlights the power of combining voicemails with other communication methods, such as emails and social messages, to enhance overall engagement and response rates.Takeaways: Leaving voicemails is essential for salespeople, as they help establish visibility and presence. An effective voicemail should be concise, ideally lasting 30 to 40 seconds or less. Include your name and number multiple times within the voicemail for better recall. Avoid lengthy and convoluted messages that bore the listener and overshadow your intent. Combining voicemail with email and social messages increases the likelihood of a callback. Engagement through a multi-channel approach can enhance your chances of making a connection. James finishes his podcast with another inspirational story. Be sure to subscribe on your podcast platform for more weekly sales-related episodes.Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts, if you've enjoyed the podcast, please give us a review.

Getting a first meeting with a prospect is one of the toughest challenges in sales, and James White dives deep into effective strategies to overcome this hurdle. Drawing from a question posed by a listener named Matthew, James emphasises the importance of delivering value and building trust before asking for a meeting. He highlights that prospects are more likely to engage if they see a clear benefit to their time. Consistency in follow-ups and personalising your approach can significantly increase your chances of securing those elusive meetings. Through actionable insights and relatable scenarios, James aims to equip sales professionals with the tools they need to successfully connect with potential clients and navigate the complexities of the sales process.Takeaways: Getting a first meeting with a prospect is one of the toughest challenges in sales. To improve your chances, focus on providing value before asking for a meeting. Be consistent in your outreach over several weeks to build trust and rapport. Personalizing your approach can make prospects feel valued and more willing to engage. Follow up multiple times to keep the conversation alive without coming off as pushy. It's important to understand that most prospects will say no, so persistence is key.James finishes his podcast with another inspirational story. Be sure to subscribe on your podcast platform for more weekly sales-related episodes.Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast and why not get in touch to tell us what you would like James to cover in future podcasts, if you've enjoyed the podcast please give us a review.

Understanding the different personality types of prospects is crucial for increasing sales success. In this episode, James discusses a framework that categorizes people into four distinct colours based on their personality traits: reds, yellows, greens, and blues. Each colour represents a unique style that influences their interactions and decisions. By adapting your sales approach to align with these personality types, you can foster better communication and build stronger relationships with clients. James emphasizes the importance of recognizing these traits early in the conversation and adjusting your style accordingly to effectively meet your prospects' needs.Takeaways: Understanding the four personality types red, yellow, green, and blue can significantly enhance your sales approach. Adapting your sales style to match your prospect's personality type is crucial for success. Reds are driven and task-focused, while blues prioritize details and may need more information. Yellows thrive on relationships and engagement, so building rapport is essential when selling to them. Greens are steady and prefer routine, requiring patience and stability in your sales discussions. Recognizing these personality traits helps you tailor your communication style for better results. James finishes his podcast with another inspirational story. Be sure to subscribe on your podcast platform for more weekly sales-related episodes.Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast and why not get in touch to tell us what you would like James to cover in future podcasts, if you've enjoyed the podcast please give us a review.

In this episode, James shares valuable insights on the essential steps to raise funds for a business effectively. He emphasizes that raising investment is a process that requires time, preparation, and a well-thought-out strategy. Drawing on his personal experiences, including raising over £475,000, James outlines the importance of being EIS registered to attract angel investors and highlights the need to demonstrate personal financial commitment to potential backers. He advises entrepreneurs to seek funding when they are not in financial distress, as this positions them more favourably in negotiations. Throughout the discussion, James provides practical tips that can benefit anyone looking to secure investment for their business goals.Takeaways: Raising funds for your business requires careful planning and preparation to avoid wasted energy. Investors prefer to see that you have some skin in the game yourself. Accept that raising investment takes time; expect the process to take six months or more. The best time to raise funds is when you don't actually need them urgently. Prepare a bold yet realistic business plan that investors can believe in. Be ready to discuss the potential downsides of your business when raising funds. James finishes his podcast with another inspirational story. Be sure to subscribe on your podcast platform for more weekly sales-related episodes.Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast and why not get in touch to tell us what you would like James to cover in future podcasts, if you've enjoyed the podcast please give us a review.

In this episode, James welcomes Fred Copestake, a fellow sales coach and author, to discuss the importance of ethical selling in today's business landscape. They delve into how sales professionals can effectively add value to their clients by focusing on understanding their needs rather than simply pushing products. Fred emphasizes the significance of building genuine relationships, particularly with gatekeepers, and outlines strategies for engaging with decision-makers in a meaningful way. The conversation highlights the evolving nature of sales, driven by technology and the need for a consultative approach, urging salespeople to adapt and embrace these changes. Listeners are encouraged to reflect on their own sales practices and consider how they can incorporate ethical principles to foster better relationships and achieve long-term success.Takeaways: Building strong relationships with gatekeepers is essential for gaining access to decision-makers. Salespeople need to focus on understanding customer needs before pitching their products. Effective sales require genuine empathy and communication skills to engage clients meaningfully. Sales professionals should look beyond product training and prioritize understanding customer problems. Utilizing technology and tools can enhance the personal connection in sales conversations. Ethical selling involves aligning your values with those of your clients for mutual success. Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast and of course, be sure to leave us a review and contact us with what you would like James to cover in future episodes.

Understanding a prospect's pain is crucial for sales success. In the episode, James emphasises this by outlining five key questions that can help uncover the underlying issues faced by potential buyers. He firmly believes that people buy to satisfy a want or to alleviate a problem, and identifying these pain points is essential for effective selling. James discusses how asking the right questions can lead to a deeper understanding of a prospect's situation and motivations. The five questions he shares focus on exploring specific challenges, their impacts on the business, and their personal effects on the team. Additionally, he offers a bonus question to enhance the sales conversation further, ensuring that sales professionals are well-equipped to address their prospects' needs.Takeaways:Understanding buyer pain points is crucial for sales success and requires asking the right questions.People buy to satisfy wants or alleviate pain, not just out of need.To uncover a buyer's true pain, we must ask insightful questions that prompt genuine responses.Identifying the impact of not solving a problem can motivate buyers to act quickly.Prioritising problems helps salespeople understand what issues to address first with potential clients.Understanding how challenges affect the buyer personally can deepen the connection in sales conversations.James finishes his podcast with another inspirational story. Be sure to subscribe on your podcast platform for more weekly sales-related episodes.Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast and why not get in touch to tell us what you would like James to cover in future podcasts, if you've enjoyed the podcast please give us a review.

In this episode, James discusses why a buyer persona is vital for a business. Having an ideal customer avatar is vital for sales and marketing. It helps us cut through the noise and speak to our target market, but of course, that doesn't mean we cannot take on clients outside of that demographic.James talks about a recent experience in which he spent time going through an avatar with a client, explaining the process and what a buyer persona looks like.Once we truly understand our audience's challenges, we can tailor-make content that speaks to those people.James finishes his podcast with another inspirational story. Be sure to subscribe on your podcast platform for more weekly sales-related episodes.Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast and leave us a review!

In this special episode of Diary of a Sales Expert, James White pops the cork on his most memorable sales wins in honour of National Champagne Day. From the deals that weren't the biggest but held the most meaning, to the moments that shaped his career, James reflects on the wins that truly matter in the world of sales.Join James as he shares the stories behind the successes, offering insights, tips, and a personal look at the highs and lessons of his sales journey. Whether you're a seasoned professional or just starting out, this celebratory episode is packed with motivation and practical advice for making your own winning moments count.Tune in and raise a glass to your own sales successes with James!Want James to cover something on the podcast, why not reach out to us on his social media platforms so we can ensure the content helps you with sales.If you have enjoyed this podcast, be sure to subscribe on your podcasting platform and if you have a few moments why not tell us what you think by leaving a review?Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast leave us a review!

In this episode, following a recent sale of over £120K recently but £300K in the last 4 years. James talks about how he got the business, and what he did to obtain this deal. James started working with this organisation around 4 years ago, he breaks this episode down into several areas where he goes into far more detail:03:29 - The entry point into the business04:50 - Building multiple relationships within the business06:40 - Adjust your presentation for different people in the organisation09:11 - Accept that it takes time011:46 - Build Proof12:50 - Accept that the process is not smooth14:00 - Respect and look after people15:15 - Be clear of your point of difference (What makes you unique)16:52 - Solve problems within your client's business (Become a painkiller for your client)18:11 - Deliver high-quality value and outcomes, and show evidenceThere is no easy way to sell into corporates, but this podcast will give you a good idea of what you need to do to sell into them, build a relationship and continue success.James finishes his podcast with another inspirational story. Did you enjoy this episode? If so be sure to leave us a review on your podcast platform.We would love to know more about what you think, so why not tell us what you want James to talk about in upcoming episodes?Be sure to subscribe on your podcast platform for more weekly sales-related episodes.And finally, do you have a sales plan? Think you need one? Or perhaps you feel you don't? Why not check out my free questionnaire to see if you need a sales plan: https://www.ineedasalesplan.com/

In this episode, James discusses forecasting and how to remove the guesswork. Why forecast? In business, we need to know we can continue and ensure that we have the assets in place to win that business.James gives his insights and experiences into forecasting and why it is so important in business. He discusses forecasting for different business types and what he does in his business to take that information and take the appropriate action.Here are a few things to take into account when forecasting that James talks about in more detail:Consistency of languageWhat you put in, is what you get outRegular ReviewsDue Diligence and ReviewsMacro EnvironmentsJames finishes his podcast with another inspirational story. If you've enjoyed this episode, please give us a like or review. And of course, be sure to subscribe on your podcast platform for more weekly sales-related episodes.Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast leave us a review!And if you'd like to find out more about James, or make the most of his FREE resources visit his website: https://www.jameswhite.business/

In this episode of Diary of a Sales Expert, James White sits down with Alexander Seery, an entrepreneur who overcame a challenging start in life through a strong mindset and self-investment. Alexander shares his inspiring journey, how he turned adversity into success, with his ventures, from Property to Shifts to Success (which helps police officers transition into entrepreneurship), and now Trading. They also discuss key insights on sales and growing successful businesses.Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you're falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast leave us a review!

In this episode, James talks about subject lines and e-mails that get results. This is something James works with on his own sales team and when you implement this the chance of success increases.The average response rate of e-mails is between 1% and 3% at best, which is why many companies have automated e-mails however they are often very poor. James recommends in this episode a more personalised approach and combining e-mail alongside other prospecting.Listen to this insightful episode where James covers the what, and what not to do when sending out e-mails.James finishes his podcast with another inspirational story, if you've enjoyed this episode please give us a like or review. And of course, be sure to subscribe on your podcast platform for more weekly sales-related episodes.Do you have a sales plan? Think you need one? Or perhaps you feel you don't? Why not check out my free questionnaire to see if you need a sales plan: https://www.ineedasalesplan.com/

In this episode, James talks about obtaining your prospect's budget. This is a big problem in the sales process; qualifying leads is vital as soon as possible to save time. James starts by talking about budgets and how they work. However, this is vital for qualifying leads so James covers how best to find if their budget matches the service you offer. James gives some examples of techniques to obtain their budget but be sure to listen to get James full insights.ComparisonPrevious BudgetsCommercial Impact (ROI)Business ChampionRange BudgetJames finishes his podcast with another inspirational story, if you've enjoyed this episode please give us a like or review. And of course, be sure to subscribe on your podcast platform for more weekly sales-related episodes.And if you'd like to find out more about James, or make the most of his free resources visit his website: https://www.jameswhite.business/

In this episode, James discusses the importance of building a brand. With the rise of AI, James believes that brands are more important than ever. AI is, of course, the way the world is going, but that is why James believes building your own brand is so important. Humans prefer talking to humans.In addition, building a brand is about building trust and credibility, helping you to stand out from others in your space. As an example of this James has this podcast, a YouTube Channel, a website with lots of resources and more. What this means is that some of those who listen feel like they know him and this helps build trust and credibility with his target audience. In sales building your name and your credibility is vital.James also discusses the importance of consistency and how consistently seeing your brand helps you sell as a business. And how building a brand means that it works for you and stands you out from competitors whilst you are busy doing other things which in business is vital.James then goes on to share his personal why, telling us why he does what he does consistently to build his brand, and help others.James finishes his podcast with another inspirational story, if you've enjoyed this episode please give us a like or review. And of course, be sure to subscribe on your podcast platform for more weekly sales-related episodes.Do you have a sales plan? Think you need one? Or perhaps you feel you don't? Why not check out my free questionnaire to see if you need a sales plan: https://www.ineedasalesplan.com/

In this episode, James welcomes Felicity Jay to talk about our bodies and how we can get the most out of them. James himself feels this is vitally important in business. We drive our businesses and operating at our peak feeling great is vital to business success.If you would like to know more about James, and how he helps businesses with their sales visit: https://www.jameswhite.business/If you want to know more about Felcity's work visit her website here: https://insideouthealing.co.uk/And of course, do not forget to subscribe for more episodes every week.

In this episode, James talks about sales challenges and gives some ideas on how you can think outside the box to overcome those challenges. Here are the main parts of the podcast but be sure to listen to get James's insights.1 – Self-review and Self Reflection2 – Create some time to think away from distractions3 – Brainstorm and write ideas down4 – Work backwards from your goal5 – Remove your own barriers6 – Try to think of the challenge from a different perspectiveJames finishes his podcast with another inspirational story, if you've enjoyed this episode please give us a like or review. And of course, be sure to subscribe on your podcast platform for more weekly sales-related episodes.And if you'd like to find out more about James, or make the most of his free resources visit his website: https://www.jameswhite.business/

In this episode, James is joined by fellow business coach and friend Robin Waite owner of Fearless Business. Robin teaches business owners how to price and package up their services to be profitable. Pricing and Packages complement sales.If you've enjoyed this podcast be sure to subscribe, and of course, give us a 5* review on your podcast platform.And if you would like to find out more about James, and his free sales resources visit his website here: https://www.jameswhite.business/

In this episode of "Diary of a Sales Expert," James White delves into the importance of accountability in sales. James shares his approach to keeping himself responsible and offers insights on why sales professionals should do the same.Are you curious to see if you need a sales plan? Visit www.ineedasalesplan.com for a free survey and discover how James's sales plan course can help you.Don't forget to subscribe to the podcast and leave a review on your podcast provider!

In this episode, James is joined by LinkedIn guru Louise Brogan. With a YouTube following of over 50,000, Louise shares her top tips for leveraging LinkedIn to boost your sales.Are you curious as to if you need a sales plan? Visit www.ineedasalesplan.com for a free survey and discover how James's sales plan course can help you.Don't forget to subscribe to the podcast and leave a review on your podcast provider!

In this episode, James highlights the common mistakes he sees sales teams making in his role as a sales coach. Learn how to avoid these and boost your team's success.Key mistakes discussed include:Not sharing information about what is and isn't working.Fighting with internal departments instead of collaborating.Failing to make an effort to learn and apply new knowledge.Not using prompts effectively.Not valuing your time.Over-expecting leads to come through without proactive effort.Not focusing enough on the buyer.James also introduces an exclusive course on building the perfect sales plan. Are you curious if you need a sales plan? Complete the questionnaire here and start your journey to enhanced sales performance.Don't forget to subscribe and review our podcast for more weekly episodes. Your support helps us continue delivering valuable content to help you excel in sales!

Welcome to another episode of "Diary of a Sales Expert" with James White! In this episode, James delves into the pitfalls of letting data hinder your sales potential. Discover how to strike the perfect balance between data-driven insights and genuine salesmanship to achieve optimal results.James also takes a moment to introduce an exclusive course on building the perfect sales plan. Are you curious if you need a sales plan? Complete the questionnaire here and start your journey to enhanced sales performance.Don't forget to subscribe and review our podcast on your preferred podcast provider. Your support helps us continue delivering valuable content to help you excel in sales!

In this episode, James welcomes Lindsey, a procurement specialist, to the podcast. With sales and procurement closely intertwined, James seizes the opportunity to delve into insightful discussions with Lindsey about their shared field.If you have enjoyed this podcast, be sure to subscribe for more weekly sales-related episodes.As you may have heard during the episode, I am launching a sales plan course to help you create the perfect sales plan. Not sure you need a sales plan, take the questionnaire here: https://www.ineedasalesplan.com/

In this episode, James talks about the importance of a sales plan, what they are and why you need one. Sales Plans are vital, and James covers a lot in this episode, as mentioned he also has a video on YouTube about how to create the PERFECT sales plan, you can find that here: https://youtu.be/g5RhKYZvOMYIn addition to this, James is about to launch an in-depth course, to help you create your own Sales Plan, this course is coming soon (at the time of posting) and to see if you are likely to succeed with a sales plan complete the quiz here: https://www.ineedasalesplan.com/Finally, as mentioned please subscribe for more weekly sales related podcast episodes, and if you enjoy the podcast be sure to give us a review on your podcast provider.

In this episode, James gives his views on what separates the best from the rest in sales, breaking this down into the 4 things that he believes the best salespeople do. These Points are:1 - Being able to listen and show empathy.2 - Being able to ask the right question, in the right way at the right time.3 - Being able to probe beneath the surface.4 - Doing the right thing, not the easy thing.If you have enjoyed this podcast be sure to subscribe for more weekly episodes, and if you are enjoying this podcast or finding it helpful then be sure to give us a review.As you may have heard in the podcast, I am also launching a course "How to create a Sales Plan", if you would like to find out more or you are unsure if a sales plan is right for you visit: https://www.ineedasalesplan.com/

In this episode, James gives his insights on whether "old school" sales techniques work. This follows a conversation James has had with a salesperson who has an old-school style. James give his thoughts and the reasons why he thinks they do not work.If you have enjoyed this podcast be sure to subscribe for more weekly episodes, and if you are enjoying this podcast or finding it helpful then be sure to give us a review.As you may have heard in the podcast, I am also launching a course "How to create a Sales Plan", if you would like to find out more or you are unsure if a sales plan is right for you visit: https://www.ineedasalesplan.com/

In this episode, James talks about what he calls the hidden 10%. When we show passion, calm, and empathy along with engaging in the right way with the buyer they will want to work with you. The hidden 10% is about building a strong relationship with buyers so they feel that you are the right choice even if that means making a slightly higher investment.If you have enjoyed this podcast be sure to subscribe for more weekly episodes, and if you are enjoying this podcast or finding it helpful then be sure to give us a review.As you may have heard in the podcast, I am also launching a course "How to create a Sales Plan", if you would like to find out more or you are unsure if a sales plan is right for you visit: https://www.ineedasalesplan.com/

In this podcast episode, James talks about the issue of people not responding to your e-mails. This is something that many salespeople struggle with, you've put in the time and effort but it has been wasted. there are a few key points to get a better success rate, they are:1) Offer them VALUE.2) Be Self Aware.3) Understand the sales cycle, and be sure to follow up.4 Be personalised.There are several ways to fix this, so be sure to listen and if you find it helpful please give us a review to let me know!If you would like to find out more about my sales plan course, then please visit: https://www.ineedasalesplan.com/ the course is coming soon (it may already be launched by the time you listen).Finally, don't forget to subscribe for more weekly sales-related episodes.And again if you've enjoyed the podcast, be sure to check out the hundreds of videos I have created for YouTube to help YOU in sales: https://www.youtube.com/@JamesWhiteSales

In this podcast episode, James talks about your 2024 goals now we are getting much further into the year. He asks how you are doing with them and gives some advice that he has found helpful when it comes to keeping consistent and achieving your goals.If you've enjoyed this podcast, be sure to subscribe on your podcast platform for more weekly episodes.As you may have heard, James is launching a course all about building the PERFECT sales plan for your business. Think you need a sales plan? Do not guess take our quiz to see if you need a plan here: https://www.ineedasalesplan.com/Alternatively, if you would like to speak to James about his sales coaching, visit his website here: https://www.jameswhite.business/

In this podcast episode, James is joined by Bobby Sahota a Financial Planner & Business Development Director at Attivo (independent financial planners). Bobby works with Individuals and Business owners to Grow, Enhance & Protect what's most important to them. Bobby was nominated for The Times Top Rated IFA from 2019 to 2024. As you can tell from her track record Bobby is truly amazing at selling financial products which is why James invited her onto the podcast to discuss her approach, her career and what makes Bobby so successful in the financial services space.If you have enjoyed this podcast, be sure to subscribe on your podcast provider for more weekly sales-related episodes from Sales Expert James White and guests.James interrupted this episode to let you know about his upcoming course, how to write the perfect sales plan. James has years of experience in working in sales across the board but has a lot of experience selling financial products. Do you need a sales plan? Don't guess take the quiz to find out here: https://www.ineedasalesplan.com/If you would like to connect with James or Bobby the links to their LinkedIn are below:Bobby: https://www.linkedin.com/in/bobbysahota/James: https://www.linkedin.com/in/jameswhitesales/And of course, if you would like to find out more about the financial services that Bobby and her team offer you can visit the Attivo website here: https://attivo.co.uk/

In this episode, James talks about cold calling, do cold calls or as James likes to call them (if they are done right) Targeted Calls still work in 2024? James gives his opinions as well as some valuable tips on how you can engage with your target customers.If you have enjoyed this episode be sure to subscribe for more weekly sales-related episodes.You may have heard during the episode that James is launching a course about how to create the PERFECT Sales Plan. Do you think a sales plan might help? Don't guess, take our free scorecard quiz to see if a sales plan would benefit your business here: https://www.ineedasalesplan.com/

In this episode, James covers a topic that many ask him about. That is “Why am I not closing deals”, James gives an honest account of why you might not be closing a deal, talking honesty about how a higher value deal could mean more work than closing in the early stages. James breaks this down into reasons why you might not be closing a deal, they are:1) Understanding the true outcome of the first meeting, often we think the meeting has gone really well, when in fact we may have missed key signs. This is all about emotional intelligence, have you read the signals and be self-aware enough to understand how that meeting really went?2) The buyer simply isn't in enough pain – we buy because of a pain, or a desire. If that pain is not enough then you are fighting a losing battle. How much does your buyer want the solution you offer?3) Priority – how high up is your solution to your buyer? Are there other problems a higher priority on their list, most companies or people will have a certain budget to spend, and naturally we prioritise what we need to around our budget. We can establish this by asking great questions.4) Passion - is this something that your buyer is passionate about? Do they truly care about the problem or solution that you offer, again by asking great questions we can establish this and understand how important our solution is to our buyer. 5) Belief and Trust - Does your buyer truly believe that you will solve their problem, do they trust you to truly deliver their desired outcome for them? Case studies are extremely powerful but we need to ensure our buyer understands how our solution will benefit them. If you have enjoyed this podcast be sure to subscribe for more weekly sales-related podcasts. We also have a weekly newsletter, “How to get in your buyers mind” designed to help you understand what your buyer is thinking and help you achieve sales success. You can sign up for the newsletter here: https://www.jameswhite.business/newsletter-sign-up/And finally, did you know that James is soon launching a course, all about how to build the PERFECT sales plan for your business! If you would like to be kept informed, visit the website here: https://www.jameswhite.business/sales-plan-waiting-list/