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Sales managers & salespeople: Be honest - have you ever assumed a customer wouldn’t go for the higher-priced option so you left it out altogether?

You might be losing more sales than you think. It’s easy to filter choices for customers based on your own biases or assumptions, often without realising you’re doing it. But when you take the decision away from the buyer, you limit their options – and potentially their satisfaction.

From choosing the “cheap” option on a customer’s behalf to skipping over premium choices because “they won’t go for that”, this mindset is surprisingly common. In this episode, we share real stories (think chocolates, shoe shops, and scruffy car buyers) and explore the seven key psychological biases that influence how salespeople present – or don’t present - choice.

You’ll hear how things like time pressure, financial worries, stereotyping, and disloyal bonding can all affect how we sell, often working against the very outcome we’re aiming for.

Most importantly, we’ll share practical ways overcome these habits – helping you build trust, offer the full picture, and give your customers the confidence to choose what’s right for them.

Listen now for a fresh take on an old problem, and ask yourself, when was the last time you made a decision for your customer?

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

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Are values just words on a wall? Or something you’re willing to stand by – even when it’s hard?

In this episode, Bob & Jeremy take on the uncomfortable question many businesses are now facing: What happens to your integrity when you quietly scale back your DEI programme?

We’re seeing it everywhere - big names like Google, Pepsi, and investment banks are stepping back from the DEI work they once shouted about. And here’s the thing: it’s not just a budget decision. It’s a values decision.

So, we ask:

• What do those cuts really say about what you stand for?
• Are we really ‘past the point’ of needing DEI – or just bowing to political pressure?
• And can values mean anything if they change with the wind?

With real-world examples, a dash of satire (don’t miss Bob & Jeremy’s sketch), and some heartfelt debate, this episode digs deep into the link between inclusion, integrity, and business leadership.

Whether you’re leading a team, shaping company culture, or just wondering where your business stands – this is the conversation you won’t want to miss.

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty

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Don't you love a sales conference?

Motivating your customer-facing teams to sell with greater enthusiasm...

"There, you've had your sales conference - are you more motivated now?"

"Yeah!"

Really?

Does your sales conference actually deliver the impact you’re hoping for? You’ve invested time, energy, and budget into your annual event – but does it truly equip your team to sell more effectively? A few hours of inspiration is great, but what if your event could turbocharge performance long after it ends?

In this episode, we explore how a well-planned sales conference can drive lasting success – far beyond just a typical social event. From skill development and team morale to employee retention and recruitment, we uncover the overlooked benefits that can make all the difference.

We also tackle the delicate balance between essential training and content overload. What do sales conferences really cost? We discuss the logistical and financial challenges of hosting large-scale events, share entertaining stories from conferences, and offer practical solutions to maximise your return on investment.

Looking ahead, we discuss the future of sales conferences – from AI integration to hybrid work models – and why maintaining high brand standards is crucial. Plus, we explore how unconventional speakers can bring fresh perspectives and real value to your team.

If you want your next sales conference to have a real, measurable impact on your sales team, this episode is a must-listen!

For more info, free resources, useful content & our blog posts, please visit realitytraining.com.

Reality Training - Selling Certainty