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Monday, 3 October 2011

How to make more sales

Business is all about people and every salesperson understands that good relationships result in more successful sales.
Good relationships are the foundation of sales success, so improving your relationships will result in more sales and business growth. Easy right!

If you want business and sales success then positively impact upon yourself first and better relationships will follow.

It has to start with you and what you are aiming to achieve in your life and career so that no person can take it away from you.

Set your goals and know that you are doing your best to achieve them. Lots of small wins along the way will help you achieve the big wins. Keep moving forward in the right direction, every day.

High performers manage themselves well, they handle conflict, manage stress, keep self-motivated and are a pleasure to work with. They build better relationships – and ultimately make more sales.

Tuesday, 20 September 2011

Why you should develop a positive mental attitude

Would you like to learn the secrets of the most influential, powerful people of all time. Attract more sales and negotiate more win/win outcomes. Of course you would! You're a sales person.

Despite what most books and seminars teach, successful selling is not a set of strategies, techniques or tactics to get the prospect to buy. Rather it is a state of mind – yours and your customers – and set of behaviors that creates compelling win/win outcomes for everyone.

If you look around at the high achievers in this world in any field, you will find nearly always that they display a positive mental attitude to their field of success. They may do this knowingly or otherwise but simply put you will get much more success if you do the same.

Here are a few qualities that successful people with a positive mental attitude display which you can emulate with a bit of effort:

1. Smile

2. Laugh

3. Greet people courteously

4. Be enthusiastic about your work

5. Dream. Engage in ‘Imagineering’. Set goals, aim high.

6. Act. Work your plan. Don’t be an ‘Excusiologists’.

8. Be focused at all times. Be dedicated, disciplined and regular in your work.

9. Show commitment to the task in front of you.

10. Strive for excellence, set your own benchmark.

11.Stay sharp to opportunities, create your own luck.

12. Be humble and open- minded. We can all learn from each other.

13. Be open to change. Don’t be afraid of taking risks.

14. Don’t be judgmental. Forgive and move on.

15. Develop a supportive attitude to all around you.

16. Accept adversity and disappointments. Overcome them and emerge stronger.

19. Cultivate a working philosophy of life: Turn every experience, ‘good’ or ‘bad’, into a ‘learning’ experience.

20. Strive for improvement. Be a life-long ardent student of sales and life.

22. Lead. The five key facets of leadership are..Focus, Authenticity, Courage, Empathy, Timing.

23. Surround yourself with people with winning attitudes and your chance of success will be high.

24. Always invest in yourself first, you are your biggest asset in sales and life.

Monday, 29 August 2011


When you need a well-earned break watch this great short video on the value of a smile, being encouraging and resilient, and the impact we have on others (even when we don't realise it).

It's called "Validation."

Maybe a little longer than it needs to be, but time well-spent. Enjoy.

Thursday, 11 August 2011

How to have a fantastic career in sales

If you have drive, ambition and the ability to handle rejection, a career in sales can provide fantastic lifelong opportunities and earnings. A job in sales is one profession where you can rise to become a top earner in the company regardless of where you started out.

But let's be clear: with opportunity and higher earnings comes responsibility.

Simply put, it's up to you to carve your place in a results driven environment. You need keep yourself productive and engaged at the highest required performance level. You need to operate from a combination of your strengths and self-knowledge to achieve true and lasting sales excellence.

 How to achieve Sales Excellence:

1. Learn to love your work and learn to become outstanding in your field. Have fun with the job. Having fun will raise your confidence and energy levels. Support, encourage and motivate yourself and those around. Create POSITIVE MOMENTUM.

2. Decide exactly what it is you want in life. Set a goal and dedicate yourself to it. Write it down. Get visual reminders, cut out magazines and pictures. Put them where you’ll see them on a regular basis… on your bathroom wall, in your wallet, on your desk, saved to your computer screen.

3. Back every goal and plan with determination, willpower and insistence. Be action oriented – lead source relentlessly, make more calls, start early, finish late, maximize each and every phone session.

Take the rough with the smooth – adversity shows you what you are really made of.

4. Commit yourself to lifelong learning, read sales books, listen to audio training, grow your knowledge, grow your rewards. Increase your value to your sales team. Fill your mind with inspiration and learn from the best people in your company and in life. Follow the leaders – success breeds success – learn from you managers, and learn from the best.

 5. Use your time wisely. Keep asking yourself: what is the most valuable use of my time right now? Increase your number of calls. Plan for your success day by day, and make it happen.

 6. Consistently review your goals. Read them every day, they will add fuel to your fire; recognize the opportunities that you have in your company, and that we all have in sales.

7. Act with integrity. Believe in yourself and understand your product. Focus on delivering the benefits to your client. Sales ability and skill may secure you that 1st client, but integrity and working to deliver on what you promised keeps them coming back for more. Build a reputation and be the first to support your client after the sale should a problem arise.

Most of all: stay focused on what really matters. Create POSITIVE MOMENTUM by staying true to yourself and true to your goals. That’s how to have a fantastic career in sales.

Thursday, 28 July 2011

GDS Charity Challenge-72 hour Jail Break.

Kash Hasan tells us about the GDS Bristol headline fundraiser which took place in June to raise funds for the GDS Foundation.

GDS Bristol proposed a 72 hour jail break distance challenge for their headline fundraising activity for the GDS Foundation

The contestants were Luke Sartain, Pramel Shah, Darren Harvey, Christian Szaruta, Johnny Spragg, Tony Arumugan, Penny Stapleton and Farai Musa.

The challenge started at 8.30am Monday 6th June, at GDS Bristol, and the goal was to get the furthest distance from the office in a 72-hour countdown with a budget of £50 and whatever they can fit in a rucksack.

Contestants detailed their journey on a video dairy and provided receipts and a contact number at their final destination to prove they had actually made the journey.

Each team was supported with fundraising events in the lead up to the 72 hour distance challenge.

Let's see how they got on....

The Original "Pirate" Blaggers - Jonathan and Tony
They bagged a stretch hummer limo on the day they left the office which took them to Bristol airport. This was then followed by 2 courtesy 1-way flights to Lisbon.

Once in Lisbon and a few ‘favours’ here and there they hitched a ride in a car and ended up at the doors of a 5* hotel (name unknown) where they got hold of a room free of charge – with a complimentary bottle of crystal!
Final destination Lisbon, miles travelled: 900

Team 'Shartain' - Luke Sartain & Pramel Shah
"We managed to get a free train to London, we then got to Gatwick. After 9 hours of waiting at the airport and being refused a flight ANYWHERE we managed to get two flights to Turkey!

"Monday 10pm we left the UK and arrived in Bodman Turkey at 2am, we met two club reps who gave us some good ideas on where to go and then embarked on a 6 mile hike to the nearest city, we arrived and managed to to get a couple of hours shut eye on a beach before heading off again, this time to Dalaman city."

"We have slept four hours in nearly 2 and a half days, its a scorching 36 degrees, we continue to push east..1880 miles so far.." Final destination: Dalaman City, Turkey, miles travelled: 1880
You can sponsor the boys on their donation page:

Team 'Inevitable' - Farai Musa & Penny Stapleton
After what seemed a promising start that began with a plea on BBC radio on Monday morning, things went quickly North for this team. Team 'Inevitable' tried to get to Edinburgh airport after managing to organise a flight, and had to get there by 20.30.

"We ran into a bit of difficulty on the train when the conductor wasn’t interested in our reasons for not having a ticket and wanted to fine us £130 each! He also took our details to give to the police and we got kicked off in York. We then got on the next train, but were kicked off in Durham!

Needless to say we didn’t make it to Edinburgh in time for their flight, and we got stuck in Dundee...

After missing the flight plan B was to get to Aberdeen, and then get a ferry to the Shetland Islands which we succeeded in doing. The plan to get to Denmark did not materialise "
Final destination: Shetland Island. Miles travelled: 760
You can sponsor team 'invitable' at

Team Blazin Saddles - Christian Szaruta & Darren Harvey
Phone call received from Christain 'Subo" Szaruta at 11am June 8th
"We are in the French Riviera, we managed to get on a train at Bristol Temple Meads to London Paddington station. We then hitch hiked to Dover and managed to get chatting to a Lorry Driver who took us across the channel in his lorry.Then we caught a train to Paris, then 'TGV' a train to Niece, we are currently in Mentan and are walking to Monte Carlo.Can you ask Jamie to sub me £100, we have run out of money..."

Christian sat outside the Fairmont, at the hairpin of the F1 track, Monte Carlo!
Final destination: Monte Carlo. Miles travelled 760

Well done to Team Shartain who travelled the furthest although all teams made a real sterling efffort travelling a combined total of 4,180 miles raising a fantastic amount of £1,200. Well done GDS Bristol.

To find out more about the GDS Foundation and how GDS raised a total of £31,673.56 visit

Thursday, 21 July 2011

From page to pocket.

You want to increase your sales, achieve higher earnings and progress in your career? It’s natural: you are a sales person. Here’s the thing… invest in yourself 1st, and the results will quickly follow.

Being a sales person is one of the most enjoyable, challenging and rewarding business tasks.

Selling and increasing revenues is critical to any companies’ growth.

There are many books written on or about sales. Many are great and deserve your time and attention if you want to increase your skills, ability and earnings.

Kash Hasan, Sales Director, GDS, recommends important books for salespeople that will help you produce the results that you and your company need.

These are classic books that will help you build your confidence, knowledge, earnings and career.

This is a book I 1st read while working for GDS in Australia a few years ago. It gives you an excellent grounding in some of the basic techniques and the ‘Champion’ mentality needed to succeed in sales. A great read, and one I refer back to time and time again. An invaluable, ‘must read’ for sales people of all levels of ability and experience.

How to win friends and influence people by Dale Carnegie

Dale Carnagie’s all-time classic with great insight and tips from leaders of the past. It teaches us how to interact with people on personal and professional levels, getting along well with colleagues, achieving desired outcomes in your life and in the workplace, and improving your ability when dealing with people.  1st published in 1936, so the examples can be a bit dated. If you have a desire to learn and increase your ability to deal with people then this book is for you.
The title is designed to provoke a reaction and it certainly does, although this book has nothing to do with intimidation and everything to do with winning and protecting yourself. The author is very forthright in his views, discrediting other success books of their time as ‘avoiding reality’ and ‘lacking the daring to tell it how it really is’. Fed up with the fantasy that most success books preach, Robert Ringer tells us how he sees it. Even though Winning Through Intimidation was written in the 70s, it still holds lots of valuable lessons that are useful today. It is a classic ‘must read’ for any salesperson. Ringer tackles some popular misconceptions and provides practical, timeless, reality-based advice.
Herb Cohen sees the world as a giant negotiating table where ‘negotiations’ are taking place in every encounter you have. Herb Cohen’s book examines negotiation as a process you can understand and predict, and more importantly as a practical skill that you can learn and improve on. Keep an open mind when reading this book as not everything you will agree with. Herb has a humorous style of writing, and the book does keep you entertained. Filled with lots of valuable advice and key points.
Brian Tracy Success Series 1
Brian Tracy Success Series 1 can be downloaded from iTunes for your iPhone, iPad or your Android device and feature the best segments across Brian Tracy’s 20 years of success training and bestselling audio books. It’s broken down into three parts…
1.     The psychology of selling
2.     How to master your time
3.     Goals
Brian Tracy believes in the potential to change your life through the power of your mind.
"Our mind is the most valuable possession that we have. The quality of our lives is, and will be, a reflection of how well we develop, train, and utilize this precious gift."
I would strongly recommend that anyone who is serious about sales or getting on in life download Brian’s app or visit for more material. His audio books are a great way to start your day or to listen to while on your way to work to get yourself ‘super motivated’. The audiobooks are very easy to listen to, effective at developing a positive goal orientated mind set, and are packed with practical tips, advice and techniques that you can apply in your day-to-day work to improve your selling process. 
If you work with me, these books are available on my desk. If not, they can be ordered directly from Amazon by clicking on the title. The list is by no means comprehensive and there are lots more great books that are definitely worth reading.
These four books are a fundamental cornerstone of any sales person reading list. They will certainly help you to understand more about the profession of sales, develop your technique, and help create the positive mental attitude that is the key to sales success.

Wednesday, 13 July 2011

The reasons I love selling.

One of the reasons I love selling is its freedom of expression. Sales is one of the few professions left in which you can be yourself and express who you are.

This freedom you’ve won for yourself by successfully competing where resourcefulness and perseverance are demanded and highly valued. No activity is more vital to the business’s health than selling; no activity is more dependent on individual initiative than selling.

Now the 2nd reason I love selling is that you have the freedom to become as successful as you’d like to be. In this profession, no one limits your income but you. There are no income ceilings.

You may question this statement. You may think the limit is the highest income anyone has yet made selling. Does that mean it’s not possible to earn more? Of course not. Anyone of you could go on to become a Manager, Sales Director, VP or CEO.. It’s all entirely possible.

The 3rd reason I love selling is because it’s a daily challenge. You can go into lots of jobs and have no challenge. That’s never the case in selling, where every day you’re confronted with new challenges. Let that fact refresh you. Glory in it. Our over regulated and highly organized society provides few lucrative work activities where the end of each day isn’t known before that day dawns.

I have always felt privileged to be involved in one of those precious few activities where freedom and challenge aren’t rarities, they’re constant companions. In sales, you never know what opportunities the day will open up, what prizes you can win—what catastrophes may befall you.

To the salesperson, every day is an adventure. Working at this profession, we can go from the heights of exhilaration to the depths of discouragement within forty-eight hours—and climb back to the heights again the next day. Isn’t that exciting?

Say yes.

Every morning, tell yourself that challenge is exciting, it’s fun, and you look forward to it. Tell yourself that—and mean it. Psych yourself up to enjoy challenge. Then go on the prowl for it, find it, and overcome it. If you want to be better than average, do that. If you aspire to greatness, you won’t hesitate. The shortest route to high earnings goes straight through the challenges you’ll encounter.

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