The Trusted Advisor is a very successful business book about elevating your relationships and becoming the go-to person for your clients. We give you 11 top tips!

Summer in the UK has never looked so busy. What are you and your sales team doing to maximise opportunities? If the answer is ‘nothing’ you better read on as Paul explains how and why…

We love Seth Godin at Natural Training – here’s a great little article about true customer service, rather than the pretend stuff.

The key to developing customer intimacy is understanding the value you deliver. To understand the full extent of your value you must consider where you impact the customers ‘supply chain‘.

Value selling is an important sales technique that relies on showcasing and building on the core value of your products and services.

It is about de-emphasising price as the dominant force in the decision making process, and convincing customer’s that the higher price is actually a better solution — a higher value.

Just how desperate are we to avoid PowerPoint presentations? If you’re in sales or marketing, it’s likely that from time to time you will use Powerpoint to make presentations to potential clients. The reason you give a presentation is to make a sale! Right?

The Anti-PowerPoint Party (APPP) is a new movement formed to, as indicated in its website, “influence the public to put a stop to the phenomenon of idle time in the economy, industry, research and educational institutions.” With all of the workplace distractions, the APPP has called out PowerPoint as the most visible and egregious threat to productivity.

Analysts are forecasting higher IT spending in 2011, but they caution that demand could still falter in the uncertain economic climate. It is therefore vital for IT sales teams to be on top form to capitalise on available business opportunities. But, after a tough recession, many vendors need a fresh approach to training if their sales people are to achieve peak performance. Paul Owen, managing director of Natural Training, offers five tips to get the best results from your sales training.

Paul has discovered the Holy Grail – business summed up in 5 easy points. Enjoy.

Valuable or cheap? If you strive for value, you’ll sell more. If you strive for cheap, then that could be your Next mistake! Sales psychology expert Paul Owen explains why.

I recently heard a joke. It’s a training joke, which usually means it’s not that funny. But it does have a serious message about investing in your people.

Paul reckons more thinking and less digesting of new information is the key to success. And we reckon he’s right.

Managing Director of Natural Training Europe Paul Owen has attended dozens of exhibitions and conferences. Here are a few of the many tips he has for successful selling!

Energy is the force that brings the skills into play, that then create sales. Paul Owen takes a further look at selling energy.

“Client Interruptus” is one of the biggest mistakes we can make in sales. Here Paul Owen goes back to his college days with an important sales message around listening.

A recurring theme on last night’s Dragon’s Den was people avoiding the questions. Sales expert Paul Owen shares his insights.

In my last blog, Lessons From the Greatest Salesman In The World (PART 2), I expanded upon two of informercial king Ron Popeil’s seven step structure. In this final article in the series, I talk about another concept from Popeil, which involves building excitement and momentum into your pitch.

We are surrounded by dull, uninspiring sales presentations. Sales people playing it safe. Here Paul appeals to you to sell more than you ever have before by CHANGING THEIR WORLD!

The second in a series of three articles about the greatest salesman in the world, Ron Popeil, inspired by Chapter 1 of Malcolm Gladwell’s latest book, What the Dog Saw.

Inspired by a recent article in Malcolm Gladwell’s latest book, What the Dog Saw, Paul talks about Ron Popeil, why he is the greatest salesman in the world, and some classic techniques you might pick up from him.

Here’s the problem: When you eat, live, breathe, train and talk about sales as much as Paul Owen, then it’s hard to do anything without thinking about selling – including having a child. So, when Paul was bringing his third baby into this world, he had an interesting link to sales. Over to you Paul…