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“Let’s Talk Business” with Richard Coles “A well-informed employee is the best salesperson a company can have”

June 16, 2017 Headline News, Training No Comments Email Email

Hello Everyone,

Sales are the only thing that brings in direct revenue. No sales – no income. You can cut costs everyday but you will only reduce the loss. Some costs are also fixed.

The world is becoming increasingly more competitive and Customers ever more demanding. We need to be constantly aware and open to their demands. It is a rising bar that must be jumped over if we want to stay at the top of the game.

Selling is the main activity that contributes to earnings – almost everything else is cost! Today’s customer is more educated, more sophisticated and more business minded. They know who the competition is and what they offer.

The ‘whole salesperson’ of today is required to possess an entire range of skills in order to be effective. You need your sales teams to be the natural and whole salespersons that are known for being different and top of class.

So, if we need to increase revenue, this is everyone’s responsibility. Have a listen to my audio interviews. I hope it’s helpful.

This series of 6 Radio Interviews (see “Small Talk – Big Returns”) took place in Singapore.

See: Each segment is about 5-6 minutes, so you get 30 plus minutes of tips and techniques to use. I was a salesman first and moved into training but it has been with me all these years of training. “I made 10,000 sales calls and learnt something from each one.”

Have a listen, absorb and implement. The 6 sections on Sales are as follows:

  1. Sales techniques 16
  2. Value / people and processes 00
  3. The Whole salesperson 24
  4. Communication Skills in Sales 00
  5. Selling Framework / dealing with rejections / objections 00
  6. Most common mistakes in sales / getting past the decision maker 00

Behind every sale is a person!

Corporate Consulting

We now offer a new arm of our business called Coles Corporate Consulting. This can involve introducing new customer service initiatives in your business, projects in strategy, helping with any team issues, communication gaps, and sales needs. Typically, this consulting intervention involves discussions to assess way forward to reach your goals, followed by recommendations on how we proceed.

As an example, I have experience in helping organizations reach their peak in customer service – the “great differentiator.” It is largely devoted to helping organizations improve their customer service therefore their viability, revenue and brand.

The consultancy and training has a strategy that helps spread the customer service message throughout the organizations. I learnt a long time ago that unless customer service is active throughout the company it will not happen. I call this a ‘seamless’ customer service involving everyone!

I can implement this customer service initiative or campaign in a company over a period of 3-12 months. I introduce the changes and then monitor in stages over time. It has a timeline and many ingredients to ensure the customer service aspects introduced stick, spread and last.

Richard Coles, Owner of Coles International Training & Consulting researches, develops and delivers real world learning and organizational solutions to clients’ needs and problems around the world. One area of specialization is Customer Service and leadership initiatives. Richard was in the airline business for over 30 years in prominent roles and worked for the best, KLM, Qantas and Emirates, so understands the travel industry well. To discuss your training needs, challenges, goals and strategy, visit and email Richard on:

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