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Rick Coles Interviewed on Small Talk, Big Returns on Singapore Radio’s 938live:

September 7, 2013 Headline News, Leadership No Comments Email Email

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The purpose of the next 6 articles and audio interviews is to give us a greater understanding of selling and the so called sales process. By the end of the series we will be more confident when meeting potential and existing customers face to face.

This six-part article/audio series is only a part of what sales and customer service is all about. There’s much more. I hope it will be useful, and if you would like to learn more or if your team, office, or organization could use an energizing refresher or full sales course, let Coles International Training know. I would be happy to talk to you about possibilities. Thank you and all the best in your selling.

As you may recall from my earlier articles I was in airline / travel industry for some years and very active salesman with Qantas and KLM in UK, Australia and Europe. Then I entered the training area abroad with airlines KLM, Gulf Air and Emirates where I was involved in training salespeople at many levels. At KLM in Holland I trained, facilitated and had the chance to listen to many guest speakers in literally hundreds of hours of training sessions. With the 10,000 sales calls, classroom work and training experiences in over 50 countries, I would like to share with you some common sense tips but they are not always common practice!

The Whole Salesperson

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 has to be jumped over if we want to stay at the top of the game.

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

In this first interview we examine a variety of skills, designed with an emphasis on dealing effectively with the customer (client) in order to promote on-going company/customer relationships.

The ‘whole salesperson’ of today is required to possess a whole range of skills in order to be effective. We need our sales team to be the natural and whole salespersons that are known for being different and top of class. Good business practice is therefore imperative to keep us at the TOP.

Meeting Customer Needs 

It is vitally important that the customer understands that they are important and that we are concerned about doing something to meet their needs and solve their problems. We must be capable of dealing with today’s customer. 

Behind every sale is a person!

This first interview covers listening, the selling process, preparation and relationships with customers. I can’t emphasis enough the importance of careful questioning and active listening. Most salespersons don’t listen enough to their customers and miss out on valuable information that can help the make the sale.

We need to build long lasting mutually beneficial relationships with each and every customer we come in touch with.

Successful Sales Techniques interview with Rick Coles (Part 1)

“If you’re in sales, what can you do if you’re not meeting your quota? Are some salespeople just innately better than others? My guest claims it’s all a matter of creating an effective selling framework and listening more than speaking. In this edition, learn about the simplified sales process. Guest: Richard Coles of Coles Training International”

Here’s the link to interview 1.


All the best!

Written by : Richard Coles

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