by Mike Brunel | Mar 31, 2026 | Leadership, Strategy
Here’s what every Sales Manager /Owner expects when they hire someone.
Hire well. Train them. They perform.
Simple. Logical. Obvious.
Here’s what actually happens.
Good interview. Weak performance. More coaching. Frustration.
Sound familiar?
EXPECTATIONS VS REALITY
——————————————————————————————————
Better techniques will fix it / Some people are not wired for sales
One workshop lifts performance / Behaviour only changes with reinforcement
Everyone in the team can improve / Only a percentage consistently perform
Motivation drives results / Habits and sales DNA drive performance
——————————————————————————————————–
The gap between what we expect and what actually happens, that’s what I call the Sales DNA gap.
Most sales trainers operate on the left side of this slide.
The problem is… the business is usually living on the right side.”
Each month, I work with 5 clients to help them operate on the right side. If you are interested, just hit the reply button with “I’m in, and I will send you the details.
Have a great week selling your stuff.
Kind regards
Mike
P.S. If now is not the right time to explore this further, I would still be happy to send you a free copy of my book Selling is Not Optional.
It explains why selling is a conversation rather than a confrontation and outlines the habits that help salespeople prospect, open conversations and close with confidence.
There is no cost and no obligation.
Just reply BOOK, and I will send you a copy.
by Mike Brunel | Dec 25, 2025 | Sales, Strategy, Uncategorized
I am often asked what makes good sales training and coaching.
Here are five tips to help you make the right decision when hiring a sales trainer or coach.
1. The sales team don’t see the sales training as relevant to them.
Usually what happens is that a sales person will be sent on a sales training course and they get there and it’s straight out of a manual. Taught to them by rote and disappointing.
2. The ‘one size fits all’ approach doesn’t suit their business situation.
The trainer has not spent the time to evaluate the salesperson’s needs. Tailor making specific programmes work better. Before any training ask the sales trainer to work with you on YOUR outcomes for the training programme.
3. Lack of Outcomes once at the course.
This is similar to point two, sales people have different needs, just like their clients, many times sales people arrive at course and at are never asked what their specific outcomes today for this course.
4. Sales trainer, not a sales person.
In this case, it’s more about creditability, if the trainer has no experience selling in any form, it’s difficult to build rapport with the audience you are training. The theory is fine, but not realistic. Sales experience is must for a trainer.
5. Learning as you go.
If the training is not carried out in an environment of learning and facilitation it’s seen as boring and lacking in depth. In the ever increasing world of soft skills training involving your participants in ‘learning by doing’ is a must.
These tips have certainly helped my clients and may help you.
Good selling
ABOUT THE AUTHOR:
Mike Brunel – Author, Sales Trainer and Coach at Mikebrunel.com. Mike started mikebrunel.com after being a successful entrepreneur. He was a co-founder of NRS Media a global leader in media sales. His products and services generated $350 million a year in revenue for his clients. He sold that business in 2014 and now consults to business owners throughout New Zealand and beyond. He works with any business that wants to increase sales that have a sales turnover of 1/2 million up to $10 million. He works closely with digital and marketing services to help attract sales for his clients.
by Mike Brunel | Nov 20, 2023 | Sales, Strategy
The Salesperson’s Checklist: Honing Your Questioning Skills
Over the last few weeks, we have been talking about all sorts of questions. Sales Questions, personal questions, goal-setting questions, open questions,
In the dynamic world of sales, the ability to ask the right questions is a game-changer.
As promised from last week’s blog, here’s a practical checklist I compiled from these articles to help you think about having effective conversations and better results.
1. Prepare Your Mindset
- Understand the value of questions in building relationships.
- Shift focus from selling to learning about the client’s needs.
2. Research Your Client
- Gather background information about the client and their business.
- Identify potential challenges they might be facing.
3. Develop Open-Ended Questions
- Create questions that cannot be answered with a simple yes or no.
- Ensure your questions are relevant to the client’s context.
4. Practice Active Listening
- Focus fully on the client’s responses.
- Avoid planning your next question while listening.
- Show that you are listening through nods and affirmations.
5. Follow-Up Questions Are Key
- Develop follow-up questions based on the client’s responses.
- Dig deeper to uncover underlying needs or challenges.
6. Balance the Conversation
- Ensure that the client does more talking than you.
- Guide the conversation without dominating it.
7. Read Non-Verbal Cues
- Pay attention to the client’s body language and tone.
- Adjust your approach based on these cues.
8. Reflect and Learn from Each Interaction
- After each meeting, review what went well and what didn’t.
- Continuously refine your questions based on past experiences.
9. Practice, Practice, Practice
- Regularly role-play sales scenarios with colleagues.
- Seek feedback on your questioning technique.
10. Stay Curious and Empathetic
- Maintain genuine curiosity about your clients’ needs.
- Cultivate empathy to connect with clients on a deeper level.
This checklist is designed to be a living document for sales professionals.
Regularly revisiting and updating your approach to questioning can lead to more meaningful client interactions and successful outcomes. Remember, the right question at the right time can make all the difference.
Good selling this week.
Mike
PLUS, whenever you are ready…here are ways I can help you grow YOUR business.
1. Join my free Facebook group – Sales Mindset Inner Circle
My favourite thing to do is show you what’s working right now. It’s not as good as being a client, but it’s close.
2. Take advantage of a FREE 45-minute consultation
Need some sales support? it. Please make an appointment, and let me take you through the past, present, and future templates.
Finally, grab my new digital book on ‘How to get a predictable sales system into your business without coming across as salesy’
by Mike Brunel | Oct 2, 2023 | Sales, Strategy
“Size Does Matter when it comes to selling.
For valuable insights into distinguishing between small and large sales, consider reading Neil Rackman’s best-selling book, ‘Spin Selling.’ Several years ago I was introduced to it and found it very useful when selling larger offers.
“Distinguishing Between Big and Small Sales”
Rackman emphasises the fundamental differences between a large sale and a big sale.
He believes each requires distinct closing techniques.
Recognising these differences can save you significant time and increase your chances of success when approaching prospects.
What Defines a Small Sale?
In ‘Spin Selling,’ Rackman shares an illustrative anecdote. While waiting for a connecting flight at an airport store, he spontaneously purchases a versatile Swiss Army knife for just $15.
The time elapsed between recognising the need and making the purchase was mere seconds, highlighting a characteristic of small sales – swift transaction times.
Additionally, small sales typically involve minimal risk.
Rackman’s $15 expenditure on the army knife presented minimal financial exposure.
Small sales often stem from impulsive decisions driven by emotional motives.
In Rackman’s case, practical necessity did not drive the purchase; it was an emotional impulse.
How Does a Large Sale Differ?
Now, consider a different scenario: meeting a prospective client who may potentially invest several thousand dollars in your company.
To secure such a substantial sale on the first call, you must exercise patience and anticipate a more extended sales process.
Large sales usually entail a longer transaction timeline, as the need develops over time.
To help you recognise the difference, here are some key indicators:
- Multiple Decision Makers: In larger sales, there are typically more decision-makers involved. Be prepared to engage with a team of more than one decision-maker.
- In-Depth Problem Solving: Large sales require you to ask more specific questions about the customer’s problems and collaborate on finding comprehensive solutions.
- Rational Decision-Making: The decision-making process for larger sales tends to be more rational and deliberative on the part of the customer or client.
Understanding the way your customers think, the impact of their decisions on their own career
Try this:
Create a list of your clients who have engaged in large-scale purchases, categorised by the size of the sale. Compare this list with the criteria outlined above.
Be open to thinking differently and have patience.
Happy selling, everyone!
Mike
Have a great week selling your stuff.
Mike
PLUS: WHENEVER YOU’RE READY…Here are 4 ways I can help you make more sales in your business – big or small.
1. Want to become a Sales Mindset Blueprint Member? You get access to an exclusive coaching session with me and full access to my sales programme every month. Get the deets here.
2. Try the new ‘7 Days to Sales Success’ framework. Make more sales in 7 days—the framework of everything you need to start making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to learn how to grow your business by making more sales.
3. Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up-to-date sales ideas. Every week, we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
4. Could you work with me one-on-one? If you’re a small or large business owner or in professional services, you might have a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Please jump on a FREE 30-minute brainstorming call with me by clicking here.
by Mike Brunel | Sep 4, 2023 | Strategy
In the dynamic landscape of media advertising, addressing clients’ needs often involves creative thinking and strategic innovation.
At NRS Media, (since sold) we tackled a pressing concern for our clients by revolutionising their advertising contracts for radio, TV, and newspapers.
This blog delves into the issues we resolved, the methodology we employed, and the remarkable results we achieved.
Understanding the Problem
Media advertising transformation with 12-month contracts”
When I embarked on the journey with NRS Media, the prevailing practice was for media companies to sell their advertising space in short-term intervals: weekly, monthly, or at most, 3-month or 13-week blocks.
This approach limited the potential for both clients and media companies to establish meaningful, long-term partnerships.
Proposing a Bold Solution
I recognised the untapped potential of long-term advertising contracts and proposed a game-changing idea—a 12-month advertising contract. Branded Image Plus.
The key to success lies in devising the right sales process that would enable this transformation.
This marked the inception of a transformative journey that would reshape the industry.
Executing the Solution
With a talented and dedicated team by my side, we set out to prove the viability of the 12-month advertising contract concept.
Our strategy was rooted in a simple yet effective sales process that demanded unwavering discipline from the team.
Our approach revolved around mastering fundamental presentation skills, honing closing techniques, and meticulous preparation.
These were the pillars that upheld our one simple concept, propelling us to achieve extraordinary results.
The Revelation: More than Just Sales
Beneath the surface of the sales figures and success stories, lay the real challenge—transforming media advertising from a transactional exchange into a relationship-driven partnership.
The shift in perspective was transformative. We reframed the entire proposition by addressing three crucial questions:
- Do you encounter this problem?
- How does the unresolved issue impact your business?
- Are you open to exploring a collaborative solution?
The Impact and Results
Our approach had a resounding impact. By addressing the root problem and highlighting the potential consequences of not embracing change, we were able to foster genuine partnerships between media companies and clients.
The shift from selling media as a mere commodity to nurturing meaningful relationships redefined the advertising landscape.
Conclusion: The Power of Problem Solving
In essence, the story of NRS Media’s journey is that of a problem solver.
We demonstrated that by unravelling the complexities of an industry-wide challenge, addressing it creatively, and engaging clients in a meaningful dialogue, remarkable transformations are possible.
If you want your sales problems solved, my “SalesBlueprint Success Syndicate” is coming soon.
If you want to fast-track and get into my early bird offer “Reply” Yes to this email
Mike (Problem Solver) Brunel
by Mike Brunel | Jul 10, 2023 | Sales, Strategy
Building Trust and Delivering on Promises in Sales.
Two Powerful Reasons Why You Might Be Losing Clients.
When it comes to establishing and maintaining client relationships, two crucial questions often determine the outcome:
“Can I trust this person?” and “Can I work with this person?”
This week, we delve into these questions and explore how you can build trust with clients and deliver on your promises to ensure their satisfaction.
Building Trust:
The foundation of any successful client relationship lies in trust.
It is imperative to instil confidence in your clients that you are reliable, trustworthy, and capable of handling their needs. Here are some essential steps to build trust:
- Keep Agreements:
One of the primary ways to build trust is by keeping your agreements.
When you commit to meeting a client at a specific time, be punctual and follow through.
Similarly, if you promise to provide documentation or other materials, ensure you deliver them promptly.
Consistently honouring your commitments demonstrates your professionalism and reliability.
- Solve Their Problems:
Clients seek solutions to their problems, and it is your responsibility to showcase your ability to address their needs effectively.
Provide evidence, such as case studies or testimonials, that demonstrate how you have solved similar problems in the past.
By showcasing your expertise and understanding of their challenges, you instil confidence in your clients that you can deliver the desired results.
- Avoid Overpromising and Underdelivering:
Maintaining trust requires managing expectations. It is tempting to promise more than you can deliver in an effort to win over clients. However, overpromising and underdelivering can quickly erode trust.
Instead, be realistic about what you can accomplish and communicate clear expectations to your clients.
By consistently meeting or exceeding these expectations, you foster trust and long-term relationships.
Conclusion: In the realm of sales, building trust and delivering on promises are critical components of client retention.
By focusing on these areas, you enhance your chances of establishing fruitful and long-lasting relationships with your clients.
Remember, trust takes time to develop, so it is essential to consistently demonstrate your reliability and commitment. In the fast-paced world of sales, seeking guidance and support is always a wise choice to enhance your skills further and excel in your career.
Have a fantastic week!
Mike
P.S. Check out my FREE community page and receive daily videos and tips to help you be better equipped to navigate the complex world of sales and drive success in your career.
PLUS: WHENEVER YOU’RE READY…
- Here are 4 ways I can help you make more sales in your business – whether your business is big or small.1. Want to become a Sales Mindset Blueprint Member? You get access to an exclusive coaching session with me and full access to my sales programme every month. Get the deets here.
- Try the new ‘7 Days to Sales Success’ framework. Make more sales in 7 days—the framework of everything you need to start making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
- Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up-to-date sales ideas. Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
- Could you work with me one-on-one? If you’re a small or large business owner or in professional services, you might have a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Please jump on a FREE 15-minute brainstorming call with me by clicking here.
