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A lot of sales fall apart after a good first conversation. Interest is there, the meeting goes well, and then the follow-up never quite lands.

In this episode, Bob and Jeremy talk through what effective sales follow-up looks like. They cover how to set it up properly in the first place, how to agree next steps that actually stick, and why so many opportunities get left hanging.

You’ll hear practical advice on managing follow-up without overcomplicating it, using proof and outcomes to help people decide, and avoiding the habits that stop salespeople going back to warm prospects. There’s also a look at the mindset issues that get in the way, and a follow-up phrase that probably needs to disappear from sales conversations for good.

If deals are stalling after a strong start, this episode will help you get clearer, more consistent, and more effective with your follow-up.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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When buyers tell you what matters most, do you really use it?

In this episode, we explain Valued Added Propositions (VAPs) - how to take what your customer actually tells you and turn it into clear, relevant value that makes them feel heard.

Instead of reeling off features or trying to sound clever, it’s about showing you’ve listened and linking what you offer to what really matters to them.

You’ll learn how to extract the top three buying priorities with open questions, then turn them into simple “you told me/it does/which means” statements.

We also look at why VAPs work well beyond the pitch:

• In follow-up emails
• To handle objections
• In proposals
• When training your team to personalise value

All of our examples show why value that fits beats value that just sounds good. And because The Reality is Sales Training is all about bite-sized learning, the episode’s just 13 minutes – perfect for your next coffee break.

Leading a team? Share this one with them – it’s a great way to help people link what they sell to what customers care about.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.

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Ever finished the day feeling like you’ve worked hard but achieved little?

In this episode of The Reality is Sales Training, Bob and Jeremy get straight into the idea that time really does equal money in sales – and how to make every hour count.

You’ll hear practical, no-fluff strategies for managing your day, protecting prime selling time, and getting more out of every call, conversation, and opportunity.

They cover:

· The Success Six: A 100-year-old method that still works today

· Why ‘worst first’ frees your focus and builds momentum

· How to block out prime selling time (and keep admin at bay)

· Covey’s urgent vs important matrix (and how salespeople often get it wrong)

· The Three D’s: Delay, delegate, delete

· The two-minute rule that keeps small tasks from stealing your day

· The end-of-day check: Accomplished or exhausted?

This episode is full of simple tools and sales productivity tips you can use immediately to sharpen your focus, boost your revenue, and finish your day with time and energy to spare.

Explore resources, insights, and tools tailored to support your team's success and strategic growth at realitytraining.com.