Dear Friend,

Have you ever been in a situation where you struck gold with a sales strategy or tactic that revolutionised the way you sell and had a dramatic impact on your business and individual performance?

Well that’s what happened to me some years ago with cold calling. I was struggling to make sales at a company whose general policy was to hire a sales person, support him or her and then if you hadn’t made what was deemed reasonable new business sales in 3 months… well the writing was on the wall! You were fired! That was just the unwritten rule in that company, period. So you can imagine my situation; 8 months into the job I had no sales and no sign of sales coming in a hurry.

I was stressed, my esteem was at an all time low, my boss could barely look at me and I was paranoid; not knowing if my colleagues were trying to help me or sniggering at me behind my back. In short it was hell! Somehow my hard work ethic kept me around but everyday that I walked into the office I felt my career was hanging in the balance by a shoe string!

Fortunately for me I began to get better at Cold Calling and suddenly my “luck” changed as using some of the techniques I discuss in my ROAM workshop I bagged a FTSE 500 Insurance Broker client worth millions to the business.



I then began to build momentum… brimming with confidence I bagged another FTSE 500 Investment Bank and then another and then the largest pharmaceutical company in the world and I just went on from strength to strength penetrating these lucrative niches.

“I went from zero to hero in my company and I thought I’d found the magic bullet!”

I had so much success I could be forgiven for thinking that this “magic bullet” was all I needed to know and guess what, that’s exactly what happened.

“I stopped learning I thought I had it all and from the outside looking in, it looked like I did!”

Anyway the company I was working for was soon taken over by another larger US organisation and I began to meet other sales people who relatively speaking were not as successful as me but what I did notice was the strategy and tactics they used to great success were far different from mine. Some made fewer cold calls and relied entirely on referrals. I also started observing one of my early mentors in the original company and I noticed he used a powerful account development strategy and was able to grow his accounts far better than mine. One person closed 6 and 7 figure deals entirely on the phone from initiation to closure. I also started to think back to my old boss and how he would position the company so well and have great results. I also had the opportunity to take a sabbatical and spent a lot of time researching various methodologies and techniques throughout the world. In short by integrating refined versions of these new sales strategies and tactics into my approach I took my sales to a completely new level and made quantum shifts in my performance even though I was doing extremely well anyway!

Suddenly I realised that there is not just one “magic bullet” there are quite a few and if you just have or use one then you are limiting your sales success!

This may seem obvious to you but when you are wildly successful operating in one way you tend to become short sighted and block out anything else that can make you even more successful. Is this you, your company or sales team?

Last week a client of mine called me up and said he wanted to buy the entire Results Oriented Selling Sales system and develop a customised sales training programme which encompassed all of the workshops and audio books. Just before I said “sure, when can we start”! I asked him why he wanted so much and what he was trying to accomplish. His answer;

“My team are in danger of becoming one trick ponies”

And then he went on to talk about the fact that his sales people, account managers, and inside/desk based sales team were very good but over reliant on the approaches they’d been using for a number of years.

“They were expecting different results doing the same thing”

Confucius described this as insanity!

I’m not saying you’re insane but let’s take a look at how you can avoid making a similar mistake.

First let me ask you a question. Do you

Want your sales to take off and truly succeed?

You could just work on your sales one piece at a time, or you could do what an increasing number of my clients are doing and get the entire system at once, use it in its natural order; taking the path of least resistance as opposed to

Simply using the same tactics over and over again!

What do you want to do with your sales career or business? Are you dead serious about being an outrageous success? If so then you'll want all the sales tools you need to be smarter and faster than your competitors. If this sounds like you or your team, then you'll want to grab the entire system and get your sales on the fast track.