Tony’s Tuesday Tale

Last Saturday I went to a clothes shop in my local village to buy a shirt and ended up spending £200 on 6 items; how did that happen?

Excellent salesmanship is how…..

He asked me was the shirt for a specific purpose? I explained I had a works do and he asked “do you have smart chinos to match?” I had chinos but it made me question myself that they weren’t ‘smart’ enough.

He complimented the shirt on its fit and showed me the 3 other colours it came in, to go with my new ‘smart’ chinos.

After trying on a few items he said “let me take to all to the till so you can decide which you want”. I was very aware he used the right language – he didn’t say which ‘you don’t want’.

Then came the genius…..

As I was deciding which items to go with he cleverly suggested “let me put them all through the till and then you’ll know the total price and then you can decide.”  I only chose 1 item to not buy as I justified to myself I wouldn’t wear it.

Are sales people that easy to sell too or was that good salesmanship?

 

TMI Training Academy offers sales training across different sectors to help professionals perform better. We offer a wide range of programmes including one day workshops, telesales training, field sales training, estate agent training and bespoke sales advice. For more information or to register for a course please contact us today!

Leave a comment

Leave a Reply

Your email address will not be published. Required fields are marked *

I am a first time client of Tony’s and made my point early on that I really wasn’t interested in training unless there was a commitment to tangible results. In the end, we agreed a fee on that basis and Tony was instructed to train 5 front line sales staff. Following on from the training, I saw an average 15% improvement in the lead conversion rate of my 5 sales people that attended Tony’s two day course. The anecdotal feedback I had from my staff was that Tony’s training provided them with practical, relevant skills that helped them improve their performance, rather than just blue sky thinking that works in a class room but not in the real world. I found Tony easy to deal with and passionate about his subject matter. But not just this, he made good on his commitment to produce tangible results, which is why I am now in discussions about rolling out a larger training course across the board.
Michael Cook
Michael CookManaging Director, Romans Property
We chose TMI Training Academy to train all our lettings negotiators, Managers and property management team because of their thorough understanding of our market. They have exceeded all our expectations and we have seen a significant increase in the number of viewings my team make and a massive improvement in their conversions. Their style is innovative, participative and a refreshing change to other training companies we have had in the past. The most important thing to us is that two months later our people are still using the techniques and we look forward to working with TMI Training Academy on a long term basis.
Marc Meltzer
Marc MeltzerDirector, Greene & Co
We met at the Academy for Chief Executives meeting in Durham earlier this week. Tony and I wanted to send our thanks for the insightful and incredibly simple changes we can make with our customer interactions and firmly believe the technique transcends industries.We thought I should share our first experience of using the ‘customer process’ with a new and potentially very important global aerospace customer to our business.It worked a treat ! In under 6 minutes, we had discovered everything from key names & contact details, wish versus need, suitability of product, budget and timescales.We bow to your genius and intend to implement this technique throughout the teams who interact with our customers (internal and external).
Margaret Toberty
Margaret TobertyDirector Of Operations, Henderson Food Service
We were looking for “The Perfect speaker” to motivate and stimulate our sales and lettings franchise network and you delivered massively… I originally booked you upon receiving several recommendations from people who I trust and respect, so thought they can’t all be wrong…. I am delighted that they weren’t, In fact if anything you were even better than we could have imagined and hoped for and the teams are already asking when are you coming back! As we always say, first impressions count and within 3 minutes of your first session I decided that we needed to book you to do further training for the group. Top performer with clear, concise and very motivational content that we could all relate to. In summary If property people don’t listen and follow your advice, they are probably in the wrong profession.Thanks again and already looking forward to working with you again.
David Spackman
David SpackmanFranchise Director, Newton Fallowell
We were very impressed with the professionalism and enthusiasm that TMI Training Academy brought to the table. All our delegates thoroughly enjoyed the training and it is making a huge difference to our business. The creativity, motivation and attention to detail by the trainers transformed a difficult subject into something enjoyable and commercially successful. We will certainly be using TMI Training Academy in the future.
Stuart Leckie
Stuart LeckieHead Of Sales, Jurys Inns
We chose TMI Training Academy due to their professionalism and understanding of our business. The training exceeded all our expectations, it was totally tailored around our needs and my team said it was the best sales training they have ever been on.
Andrea King
Andrea KingDeputy MD, Mercury Direct
We hired Tony for Sales Training and he came up with a course that met our expectations and delivered the results which helped the sales team go from good to great. I would highly recommend Tony and Sales Doctors, for the methods they use, the cost effective nature of their offerings and above all the professionalism which they adopt every step of the way.
Andy Thorne
Andy ThorneBusiness Development Manager, Dukes Of London
I was at one of your sessions around four years ago and you are truly inspirational. I have over 30 years experience in sales and I still benefited from your guidance and recall and use snippets of advice as I work .. every single day.
Sammi Rudge
Sammi RudgeSefton Council Business Tourism
By far, one of the best investments I have ever made in my business. Since my Management Team put their new knowledge into practice, my Sales Teams call activity has increased dramatically, their conversions in getting packs back has almost doubled and my team seem the happiest they’ve been in a long time. My Managers love the fact they can call TMI Training Academy for advice, whenever is required.
Accident Management Advice
Accident Management Advice
I used the three F’s technique and managed to secure £25,000 for accommodation business, a long service awards ceremony and a pensioners dinner. The training was fab – I’m using it, my team are using it – we’re all fired up!
Hallmark Hotels
Hallmark Hotels
I just wanted to pop you a quick note to let you know how useful I have found the training. I have been trying to implement it in my daily work, I am finding it very helpful. I have the notes from the day typed up and before going into a call that I perhaps think there may be some difficulty with I read through the notes and get a quick plan together in my head. I really found the 6 components of success very motivating and use it as a bit of a pep talk to myself
Henderson Food Service
Henderson Food Service

want to learn how to
exceed your sales targets?

contact us now

Blog

Bad call earned my company over £1million

Bad call earned my company over £1million

Read More
Keep motivated with long sales cycle

Keep motivated with long sales cycle

Read More
Dealing with Influencers and PA's

Dealing with Influencers and PA's

Read More
wren.jpg
viridor.jpg
savills-logo-1024x1024.jpg
Oakely.jpg
Macdonald.jpg
MAB.jpg
Leaders-Cambridge-UK.jpg
Jurys_Inn.jpg
ihg.jpg
Henderson-Group.jpg
Hammonds.jpg
creditsafe.jpg
Belvoir-NEWlogon400x310.jpg
800px-Villeroy__Boch_logo_inverse.svg.jpg
TMI Training Logo
Facebook-f Instagram Linkedin Youtube
Courses
Quick Links
Contact Info

Copyright 2019 – Tony Morris International, ROI

Get in Touch