Unlock Your Sales Potential
Published by David Craig White
Here’s my list of the best sales books of all time, including some old classics, new releases and untraditional sales books you’ve likely never heard of before. I’ve not had the chance to finish this list yet – but it’ll be done very soon. Let me know via the contact form the best sales books […]
Published by David Craig White
Read the Ultimate Guide to Crafting a Winning Sales CV/Resume.
Published by David Craig White
Objection handling is often the most challenging and rewarding part of the sales process. And it’s also one of the most common requests for help I get from sales professionals when delivering sales training or sales coaching sessions. When you’re trying to close a deal, objections can feel like brick walls standing between you and […]
Published by David Craig White
Introduction In my two-decade career as a sales trainer and coach, I’ve trained over 5,000 individuals in more than 65 countries. I’ve worked with salespeople from every corner of the globe, with a broad spectrum of experience levels. The one universal truth I’ve found is that no matter how high-quality a sales training program may […]
Published by David Craig White
Unlocking Your Inner Sales Genius In this post, I discuss the power of intuitive learning and how it can be used to enhance your performance as a sales professional. Have you ever found yourself fascinated by the agility of a top-tier salesperson effortlessly navigating a complex deal? Have you noticed the way they conjure the […]
Published by David Craig White
A man hired a carpenter to help him restore an old farmhouse. The carpenter had a rough first day on the job. First – a flat tire made him lose an hour of work. Then his electric saw quit. And at the end of the day – his pickup truck refused to start. While the […]
Published by David Craig White
If you’re an entrepreneur, small business owner or maybe even a marketer, you’ve probably already created or thought about how to create a website. Many people think creating a website is a complex task that requires advanced technical skills, development resources and lots of cash. But this is simply not true. I self-taught myself how […]
Published by David Craig White
Knowing how to be more confident and combat low self-esteem is one of the most critical skills we need to achieve things in business and life. But despite what some claim, learning how to be more confident isn’t easy. But it is very achievable. So, in this article, I will share some practical advice on […]
Published by David Craig White
Knowing how to handle competition in business is critical, and there’s one common mistake you must avoid at all costs. Never attack, criticise, or say negative things about them. It’s unprofessional and a tried, tested and failed sales strategy. The more attention you give your competitors, the bigger problem they become. I’m not advising you […]
Published by David Craig White
Learning how to sell value is one of the most transformational skills you can master. It will take your sales career and earnings to another level. When I started as an untrained salesperson in the late 1990s, the best way to sell was to reel off the long list of features included with your solution. […]
Published by David Craig White
Timing is everything in sales. You can call a prospect one week, and they will put the phone down on you, and you can call them the next, and you’ll close a sale. One of the reasons for this is that situations change. Maybe your prospect did not need your solution last week, but they […]
Published by David Craig White
Many negotiation tactics signal the beginning of a negotiation, and it’s essential you become aware of these to avoid treating them either as an objection or rejection. In my experience, the signs commonly used by the prospect to try and negotiate a better deal are as follows: 1. They Send Buying Signals The prospect may […]
Published by David Craig White
In this article, I share the 15 characteristics of elite sales professionals I have witnessed in almost two decades as a sales leader, trainer and coach. Almost every sales team consists of a small number of poor performers, a majority of average performers, and a small minority of Elite Sales Professionals. These high-performing sales professionals […]
Published by David Craig White
Limiting beliefs are the negative things we tell ourselves that stop us from trying things and ultimately limit our personal development. We often accept a belief to be true based on our experiences and assumptions rather than facts. One of the most challenging parts about limiting beliefs is that they are often subconscious, so we […]
Published by David Craig White
In this article, I talk about cold calling scripts and discuss what they are, why they are essential, and how to use them. If you’re new to sales or starting at a new company, you need a cold calling script. What is a Cold Calling Script? A cold calling script is a written version of […]
Published by David Craig White
There are four very distinct sales personas you must be able to identify as a sales leader. There are the classic sales hunters and sales farmers we all know. And there are two hybrid sales personas. In this article, I will break down each sales persona and describe the characteristics of each. Why Knowing Salesperson […]
Published by David Craig White
What is the secret sauce for creating raving customer advocates that never leave? I’m talking about customers that will repurchase and renew time and time again and never even entertain a conversation with your competitor. Three words. Under Promise. Overdeliver. Amazon and Gong.io Set the Bar Although I had heard the saying ‘Under Promise. Overdeliver’ […]
Published by David Craig White
In this article, I share the most important sales negotiation strategy lessons I have learnt throughout my career and talk about the importance of negotiation cultures. During my sales career, I have been lucky enough to win clients in over 60 different countries. I’ve also trained and coached thousands of people in 128 countries and […]
Published by David Craig White
In this post, I am going to share with you the two critical negotiation lessons you need to learn from to improve your sales negotiation skills. If you want to learn how to negotiate, try having kids. When I became a father in 2010, I can honestly say my sales and coaching skills were tested […]
Published by David Craig White
When it comes to breaking bad habits, there are not many that are tougher to break than micro-pitching. What is Micro-Pitching? Micro-pitching is the habit of pitching your solution multiple times during a conversation. It usually starts with you asking a question, which your prospect answers. You then match one of your features or benefits […]
