Paul’s Published Books

Pocketbook of Presentation Excellence


As a successful speaker and trainer, I really wanted to put pen to paper to record my speaking experiences over the last few years.  I wanted to do this because I sought others to gain immediately from what I’ve learned since I began to speak and train for a living in 1990.

It’s a cliché that we learn by experience, making mistakes and absorb from these, getting valuable feedback from others and observing and learning from the very best in the job.  It’s true. This book could knock a few years off your development cycle.

Chapters on handling nerves, planning your presentation, room layout, visual aids, story telling, owning the stage and body language contain countless tips and techniques to assist every presentation you make.  Handling the dreaded Q&A will inspire you, starting and ending the presentation will help your message to be remembered and audience participation will allow you to keep their attention at all times.

Available direct from our publishers Lulu at £9.99 plus postage and packing, by clicking the link below.

Support independent publishing: Buy this book on Lulu.

Selling with NLP

3D Book LargeThis book is dedicated to the sales professional and explores the NLP or Neuro Linguistic Programming tools that can be used to help the salesperson sell more.

Come on, isn’t that what sales is all about, even in this politically correct world.  These NLP tools will help you sell more of your product or service, period.

So if you’re serious that your product or service is ethical and you genuinely believe it is right for your customer, then this book is for you.

NLP tools and techniques de-mystified, re-worded to be easily understood and simply applied to the act of selling.  Tips that you can use the very next day in your sales world and ideas that you’ll find very different to the normal sales training courses you’ve attended.

So if you want to sell virtuously, sublimely and elegantly, this book is for you.

Available direct from our publishers Lulu at £9.99 plus postage and packing, by clicking the link below.

Support independent publishing: Buy this book on Lulu.

 

No Nonsense Inside Sales

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This book is dedicated to the Inside Salesperson of the future. She stays indoors but for all intents and purposes assumes the role of the account manager. She has a selection of accounts that she calls upon, influences many people within the accounts, knows her industry sector well and the challenges facing it.

She has internal networks of people who can help her achieve her targets. She’s incredibly dextrous with technology and can pick up new systems and programmes effortlessly. She’s a great communicator, motivator and can motivate herself from inside – internally motivated. In short she’s the future of sales.

Paul brings his wealth of experience to bear in this book. Chapters on prospecting, making appointments, getting through to decision makers, phone skills, exploring needs, cross selling, closing and handling reservations and how to video conference when the world of virtual reality takes off. How to manage your day using technology is examined as is sales managing a team of inside salespeople.

The Inside Salesperson has to cope with demands on her Inner Game, so Paul gives you various techniques to deal with this plus fascinating insights into the future of selling inside.

Available direct from our publishers Lulu at £9.99 plus postage and packing, by clicking the link below.

Support independent publishing: Buy this book on Lulu.

 

Fluent Influencing

mo_RenderTo be able to subtly and covertly influence people is of paramount importance today. Whether you want to influence a team member to take on your idea or bring your whole team along with. Whether you want to influence a new client to buy your service or to move an audience to take action. Our jobs require ample amounts of influencing, more than at any time in history.

The ability to be able to influence people is crucial to our success because no longer can you just tell people what to do or use old fashioned selling techniques to push people towards your idea.

Research by Oxford University conducted in 2015, calculated that from 700 job descriptions, ranging from dentists to financial advisers, more than a third will go to robots or automated intelligence within a decade. That’s scary but we know this.

 

 

 

But the good news is they found that if you want to keep your job, you want one that requires:

  • Creativity
  • Durable empathy skills
  • The ability to influence people
  • Anything involving handling people

Because computers, algorithms and AI can’t do that yet. Well maybe not in my lifetime.

Influencing, handling people, empathy are all on the list and modern ways to do these are contained in this book.

This book will show you how to delicately influence people in a hidden manner, so they don’t feel they’re being persuaded or manipulated. It’ll show you how to catch up with people, to pace them, then how to lead them to your idea. Bringing people with you, helping their hearts and minds to accept your idea.

Available direct from our publishers Lulu at £9.99 plus postage and packing, by clicking the link below.

Support independent publishing: Buy this book on Lulu.

Everyday Selling

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As a Sales Coach, I continuously relate sales strategies to everyday events. Join me as I live my life and remind you of sales ideas, energise you with sales tips, in this short-story packed sales coaching tool.

Everyday Selling is a fresh new approach to teaching skills of the professional salesperson. Fresh for two reasons:

One, it takes you along a different cycle – the customer’s buying cycle and ditches the now defunct sales process of old – replacing it with one that hugs closely and intimately the steps your buyer now takes.

Because, believe me, these steps have changed hugely over the last few years. More on this shortly.

Secondly, I want to illustrate tips and techniques through the medium of story, metaphor and parallels so the messages have a hypnotic effect and help you to see them immediately and apply them to your everyday world of selling in the second decade of the 21st Century.

Available direct from our publishers Lulu at £9.99 plus postage and packing, by clicking the link below.

Support independent publishing: Buy this book on Lulu.

Frontline Sales Coaching

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This book is dedicated to those who want to increase and improve the performance of their sales team and keep them highly motivated and accomplishing beyond expectations.

My focus will be on the frontline, the coal face, being with the salesperson as I believe the sales coach’s role is to be with their people at all times–helping them, guiding, supporting, and above all, coaching them.

So if you’re the sales coach who likes to drive your desk, handle head office problems, immersing yourself in politics and projects and keeping an eye on your salespeople through a CRM dashboard, then this book is not for you.

But if you’re not, then read on and allow me to begin by illustrating what modern sales coaching is and what opportunities we have to practice. I’ll relate this to inside sales and face-to-face sales whether you are business-to-consumer (B2C) or business-to-business (B2B).

Because we’re focussing on frontline sales coaching, I’m going to examine the four opportunities available for us to coach:

 

  1. Coaching your salesperson’s goals and objectives to help them achieve even more
  2. Observing sales calls to provide opportunities to give feedback and self-development
  3. Performing one-to-one catch-ups to help them improve their performance and develop
  4. Demonstrating best practice playbook sales skills

These chapters will discuss process, models, and the “how to” coach, and because I’m lucky enough to work with hundreds of sales-led organisations around the world, everything we talk about does work and will bring results.

I’ll then open up the Sales Coach’s Toolbox, a metaphorical box of tools that all accomplished coaches can demonstrate in abundance–questioning capability, body language mastery, listening proficiency, the ability to tailor the communication, how to establish rapport, and how to take notes so that the coaching becomes a continued process rather than a one-hit wonder.

I’ve sprinkled along the journey lots of personal stories and anecdotes to illustrate the concepts and to entertain. By the end of the book, you’ll know me and my family quite well.

Available direct from our publishers Lulu at £9.99 plus postage and packing, by clicking the link below.

Support independent publishing: Buy this book on Lulu.

Rapportselling Tales

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Selling has changed, buyers don’t want to be pushed anymore, they know all the old tricks, the world has moved on. This book will help you to use Rapportselling in the modern world of selling that will help you succeed in a retail environment whilst enjoying an amusing and engaging tale of Doug.

Rapportselling Tales contains hundreds of practical sales tips, strategies and processes to help you engage personally and successfully with customers.

Doug is a mortgage salesperson in an estate agency in North London.  He’s new to selling but needs to learn quickly as he has some big goals to achieve. Join Doug as he makes mistakes, learns new ways to selling, makes new friends, finds love and succeeds as a successful salesperson in a demanding retail environment.

Learn how to prospect for more customers, motivate yourself when the going gets tough, communicate with customers, build a rapport with customers, help them buy, set goals, and succeed to achieving your sales targets.

Available direct from our publishers Lulu at £9.99 plus postage and packing, by clicking the link below.

Support independent publishing: Buy this book on Lulu.

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