Send us a Text Message.Senior Managers have an important question to answer – what development is going to make them better at what they do? Or do they need any at all? Unlock the full potential of senior leadership with expert insights from Bob & Jeremy, executive coaches who bring to life the varied activities that are available. This episode promises an eye-opening journey through the world of senior management development, weighing the benefits of various growth strategies. They probe the effectiveness of conventional methods like intensive therapy and elite programmes, as well as the transformative potential of less orthodox approaches, including team-building missions across the globe. As they scrutinise these diverse options, they also ponder the controversial notion that maybe, for some executives, the best development strategy might be no structured development at all. They also debate whether relying on the tried-and-true instincts that have guided seasoned professionals throughout their careers is more valuable than chasing the latest innovations? Bob & Jeremy lend their rich perspective of years of senior coaching to reveal how a blend of harrowing deadlines and common sense shapes different management styles and, ultimately, the fate of an organisation's success. Finally, they illuminate the avenues for nurturing creativity and innovation in senior leadership roles, crucial elements for sidestepping the pitfalls of organisational complacency.  They delve into the authenticity of senior management development experiences, highlighting the importance of continuous self-improvement in an ever-evolving marketplace. By the end of the discussion, you'll be equipped with a clearer vision for the most effective development paths for you or your organisation's senior management, ensuring that leaders are not just well-trained, but truly transformational, and motivated.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.Ever been caught at the end of a meal, wallet in hand, wondering just how much to tip - or if at all? That's the exact conundrum we unpack in today's lively podcast, where we navigate the new Employment Allocation of Tips Act 2023, set to revolutionise UK's service industry. Join us as we delve into the principles of fairness and transparency in tip distribution, sharing tales from across the globe that highlight just how varied tipping practices can be. We've got the latest guidance for businesses too, ensuring they're on track with the upcoming legal standards. Now, let's talk about the money side of things. Have you ever pondered why that bottle of wine at dinner seemed pricey, only to find out about the hefty service charge, on top of that mark-up, later? We're pulling back the curtain on the economics of tipping within the restaurant scene, from how service charges might fatten up revenue, to the ongoing debate over menu pricing that includes it all. We even sprinkle in some personal experiences and cultural contrasts between UK and US tipping habits, seasoning our discussion with a little global flavour. For a heartier serving of insight, we recall those standout moments in customer service — both the dazzling and the dismal. Like that time when the absence of lemon in a lemon chicken dish had us questioning the very essence of gratuity. Or the awkwardness of contesting a service charge in sunny California, where tipping expectations had us tangled in a social and financial faux pas. Through these stories, we explore the intricate dance of respect and reward in the service industry, leaving you with a taste of the emotional and economic layers of tipping.  The new rules are going to shake things up – and adds increased complexity to this emotional subject. Please listen and share! For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.How do you get through to a company's decision-maker? You’re not alone, this episode is a must-listen for anyone in the B2B space. We kick things off with a hilarious skit that hits close to home, capturing the all-too-familiar frustration of reaching out to remote-based workers. Then, we break down the hard truths of the increasingly digital buying and selling arenas in business. With anecdotes and solid stats, we reveal just how much the digital transformation has revamped the approach businesses must take to woo potential clients. And for those of you clinging to phone calls and voicemails, we've got some eye-opening insights on why it's high time to rethink your strategy. We also challenge larger businesses – how do you buy effectively?  Strap in as we dissect the trials and triumphs of outbound marketing, where the old-school cold call now contends with the sleek efficiency of email and social media outreach. We also put a spotlight on the pros and cons of existing customer relationships and referrals, sharing personal buying habits along the way. You'll hear first-hand the last time a cold pitch actually won us some business and led to a business transaction. Plus, we examine remote work's impact on B2B communications, including how demographic differences play into who's working from where. Tune in for a candid and entertaining look at the current state of the B2B market, and walk away with actionable strategies to refine your sales approach and make meaningful connections in a hybrid world. Plus, if you are a business, are you aware of how many good buying opportunities you may be missing, through hybrid working? For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.What makes a sales strategy irresistible? This episode promises to change your approach to sales and sales training through the lens of behavioural science. We kick things off by discussing how societal trends, can signal shifts in consumer behaviour — a key factor in shaping effective sales tactics. We sight insights from behavioural science experts like Rory Sutherland, and we examine how anthropology, sociology, and psychology, economics and political science influence purchasing decisions. Plus, we get personal, sharing anecdotes that reflect broader social patterns and their impact on the sales process. As we peel back the layers of sales psychology, we tackle the science around competitive tenders, emphasising the power of timing and presentation order. By blending our professional experiences with established principles, we explore the art of convincing customers of a product's value and the significance of brand integrity. We discuss the importance of aligning a sales team's mindset with their company's value proposition and how this alignment can drive customer loyalty and improved sales metrics. And remember, it's not about catering to outlier customers, but rather, focusing on high-frequency behaviours that are your ticket to sales success. Wrapping things up, we share actionable tips and strategies to enhance your sales conversations from average to exceptional. We dive into resources like Elmer Wheeler's language techniques and Dr. Robert Cialdini's persuasion principles, demonstrating how they can create a compelling sales narrative. Additionally, we talk about the importance of curiosity in understanding customer behaviour for targeting the right buyers. And for those hungry for more, our book The Perfect Storm is mentioned, offering 30 methods to weather any business climate. So tune in, absorb these insights, and let's transform the way you think about sales, sales training and behavioural science.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.In our latest episode, we examine new research into the level of customer satisfaction in the UK, where the landscape has shifted dramatically in recent years. We start by discussing the reasons behind the decline in customer’s experiences, from the pandemic's shake-up of our shopping habits, to Brexit and the economic and political whirlwinds influencing staffing.  As we navigate the transformation of customer service, we acknowledge the impact of digital communication, which has both streamlined and complicated customer interactions. In a candid conversation, we highlight the fresh challenges confronting a new breed of contact centre employee, less tethered to traditional phone-based support. Brexit's ripple effects on staffing and the dissonance between consumer expectations and business realities allow us to delve into the tough questions facing the service industry today. To cap off, we share personal tales that bring home the significance of stellar customer service in the sales journey. We debate the nuances of the UK's tipping culture and its influence on team cohesion and fairness, alongside technology's role in reshaping these interactions. Considering the varied expectations across service sectors, we prompt a broader dialogue on societal norms and dependency on tips for income.Join us for an episode that doesn't just talk about customer service—but elevates it to an art form, but one we know something about – the art of selling - crucial to the success of any thriving business.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.Do sales targets work? In this episode we study sales targets and expose their problems. Unpack the dilemma of arbitrary figures with us, as we get into the reasons of how these numbers can warp sales strategies, leading to short-term wins but potentially jeopardise your company's future. And if you think corporate life can't be dramatic, wait till you hear our Inglourious Basterds inspired sketch that throws a spotlight on the darker side of meeting – or not meeting -  those targets. Join us as we tear down the façade of sales target setting with real-world tales. Like the time we based a sales goal on a daughter's maths homework—yes, you heard that right. It's a romp through the whimsy and folly of figures plucked from thin air, with a sobering look at how they can lead to sales tactics that damage more than just team morale. We're sharing the raw and unvarnished truth about the psychological toll and the potential for lasting harm to profitability and reputation. Through it all, we advocate for sales objectives that are grounded in reality and integrity, because in the end, what's a number without a solid foundation? So tune in for a session that offers not just laughs, but lessons in the fine art of setting sales targets, or how to approach the subject of sales targets, that truly benefit everyone.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.Join us for a down-to-earth journey through the highs and lows of launching a career in today’s job market. In this episode, we dive headfirst into the unpredictable world of early employment – offering practical advice, real insights, and a roadmap to success.We’ll take you on a tour of the first-job scene, sharing stories of the issues faced by young adults stepping into today’s job market. We look at the challenges of self-employment, explore the shifting trends in university degrees, and address the complexities of dealing with student debt. Drawing from frontline experiences in retail and telemarketing, we unveil valuable lessons learned during these pivotal moments.Our focus then shifts to contemporary launchpads for entry-level positions, with a spotlight on contact centres. We look at how these workplaces are transforming to connect with a younger, tech-savvy crowd. We’ll explore the appeal of certain companies and break down the essential sales skills that power business growth. It’s a close-up look at the know-how needed for professional success.Get set to kickstart a career with practical insights and strategies to thrive in today’s ever-changing business world!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.2024 Reflect and Reset: How are your resolutions going? Why do those January promises often slip through our fingers?  How can you to be a part of the resilient 9% that Arnold Schwarzenegger says, actually achieve their goals.We're looking at goal setting to habit-forming, and how peering into the rear-view mirror at the year gone by can sharpen your focus on the road ahead. Join us for a reflective ride on leadership, trust-building, and the secret to kick-starting 2024 with strong intent and unstoppable momentum.We look at a number of key things for you to focus in on, and also suggest strategies that will help you keep on track. You can also request our ‘Success 6’ guide by emailing hello@realitytraining.com that will help you maintain your planning.2024 is going to be another big year for everyone - are there any small years? - let's learn from last year, make this year a great one, and learn some things about yourself!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.Team Leaders Do's & Don'ts - Why are some teams better than others? In our latest episode of Bob & Jeremy's Conflab, we dig deep into the do's & don'ts that differentiate a thriving team from a struggling one. This episode is jam-packed with our personal research, tips and tricks on effective leadership, emphasising the need for leaders to be more than just bosses - but coaches and talent scouts, ensuring the right team members are on board and performing well.We've all heard leadership theory, but what does it look like in practice? We're giving you a quick tour of leadership with a humorous twist - discussing the do's & don'ts, from the importance of praise to the pitfalls of acting like a youth football team coach. The ticket to successful leadership is not a one-size-fits-all approach; it's about empowering, empathising, and setting clear expectations.As we wrap up this enlightening journey, we're not just saying goodbye to a year well spent, but we're also looking forward to a promising future. We take a moment to appreciate you - our listeners, and reflect on the milestones we've crossed together in the past year. Here's to making work more enjoyable and cultivating positive team environments in 2024! We can't wait to continue this journey with you, and we guarantee you won't want to miss what's coming next!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.What is sweary coaching? Toss out those conventional coaching models and try something refreshingly direct. We're here to guide you through a unique approach: the SFC model. It's all about being brutally honest about what you genuinely don’t care about in your life or work. We believe that by eliminating these elements, you make space for the things that truly matter, sparking motivation and success.We dive head-on into thought-provoking discussions about the importance of investing energy and passion into what truly matters in work and life. But beware, not everyone is on the same page. The workplace is a jungle filled with various characters, including the infamous vampires who kill any pleasure in our working lives. Their negativity can dim even the brightest of passions. We share personal experiences and offer practical tips on how to handle such individuals. Spoiler alert: self-coaching plays a crucial role in navigating these murky waters.As we wrap up our enlightening discussion, we ponder on self-coaching and how it can help you identify your priorities. Ask yourself, what truly matters? Who might be hindering your success? We've been there, stuck in jobs we didn't care about and dreading every workday. But trust us, with the right approach, you can turn things around. So, join us in exploring this fresh perspective on coaching, learning to handle difficult individuals, and self-coaching. It's time to step up, be honest, and start giving a f about what truly matters in your life.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.What’s funny these days? Ever wondered how the landscape of humour has evolved in the business world over the past decade? Prepare to discover, through our lively conversation, how comedy has shifted gears, for better or worse, in the day-to-day corporate realm. From recounting our experience of revising the 'Auntie Close' training method into the 'Emergency Close', to delving into why humour is a necessity even amidst global chaos - we leave no stone unturned.We also take you on a journey through the changing face of comedy and how societal norms influence humour and the ease with which it can offend. With insights from Rowan Atkinson's campaign to defend the freedom of humour, we explore the fine line between humour and offence. As we bring humour into the workplace, prepare for a fascinating exploration of the four types - affiliative, self-enhancing, aggressive, and self-defeating, and their profound impact on workplace dynamics. We share personal anecdotes from our own careers and offer a goldmine of insights on the do's and don’ts of humour at work. From humour as a performance enhancer, to mastering the perfect punchline, this episode promises a perfect blend of laughter and learning. So, buckle up and get ready to view humour in business from a whole new perspective.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.Is UK management just not good enough? Ever wondered why UK companies are still struggling to recover from the 2008 financial crisis, while their international counterparts seem to have moved on? Curious about why no UK company features among the world's top 25? Join us on Bob and Jeremy's Conflab to explore these realities and delve into the heart of the UK's management crisis. We dissect the factors behind this problem, from the lack of tech giants and innovators, to a surprising satisfaction with mediocre financial success among the UK's entrepreneurs.Imagine a scenario where 80% of senior positions are occupied by 'accidental managers'. Sounds like a recipe for disaster, doesn't it? Well, that's precisely what's happening in the UK, according to a recent survey by the Chartered Management Institute and YouGov. These managers, unprepared for their roles, demonstrate poor leadership and are responsible for poor morale and plummeting productivity. The lack of appropriate investment in training managers and the resulting impact on employee performance and loyalty is another alarming trend we discuss.What are the solutions? We discuss the role of 'accidental sales managers' and the harmful impact of short-term strategies. We highlight the importance of every customer interaction and the potential benefits of investing in quality managers with the appropriate skill set. Wrapping up this enlightening episode, we share a quote from the visionary Steve Jobs, encapsulating the essence of customer experience. This conversation promises to be both eye-opening and thought-provoking, so make sure to tune in!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.In this podcast, brought to you by Reality Training, we report on our recent teambuilding trip to the codebreakers site, Bletchley Park in Buckinghamshire. We learnt how the teams there, through WW2, broke the codes of the enemy and how that contributed to the winning of the war. By the end of the war over 8500 people, mostly women it must be said, were working at the site, deciphering, and translating messages, and using this intelligence to direct the course of the conflict. At this site, the very first pieces of modern technology were created. The first computers, the first machines that were used to calculate the answer to impossible questions. It’s well worth a visit. This visit taught us a great deal about ‘backroom’ people, whose contribution to an effort or organisation, is often forgotten, and how essential their roles can be in creating success. In this case, most of the people on this site would have returned to their homes after the war with no heralding of their achievements.Please listen, reflect, and share. For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.What is it like to walk 500 miles across the top of Spain? In this podcast, Bob tells Jeremy all about his extraordinary trip to Santiago. It is a story of resilience, agony, inspiration and endurance. Find out whether you could do something like this and think about what it might give you. Please listen and share with anyone you know who will be inspired by Bob's remarkable story!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.Following hot on the heels of our popular ‘Conferences’ and ‘Exhibitions’ Do’s & Don’ts episodes, we move on to Team Building!Love them or hate them, team building activities inject a dose of fun into the work routine and play a vital role in helping your team work better together. But not all team building activities are created equal! Dreaded by some people, many admit they’d rather be catching up on emails.So, if you’ve got a team building event on your to-do list, how can you make sure it’s not one of those ‘counting down the minutes’ affairs?Join Bob & Jeremy as they spin tales from their own adventures and share real-life stories from our listeners. They’re on a mission to uncover the awesome, the awkward, and the just plain absurd in team building activities. Plus, they’re armed with some golden do’s and don’ts, along with insights from the experts.Download, give it a listen, and share with your team. With these insights up your sleeve, you’ll be all set to tackle the world of team building with a grin!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.Business Decision-Making Tips – How do you make a decision? What are the different ways decisions are made? What are the problems that companies face with this process? Are they always rational? "A good decision is made with knowledge, not numbers" – who said that? Listen and find out! Are your decisions aligned to your values? Do you use a system for decisions? Do you use a committee? Do you employ Sooty? Or are you Mister Corbett? Do you use your power to make decisions? This podcast explores this subject in some depth and will help you understand how you currently do things and how you can change your processes. Please listen, enjoy and share! For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.Jeremy interviews his uncle as he hits 80 with no plans for retirement.“Marketing moves consumers to the product and merchandising moves your product to the consumers.”Tim began his career in advertising in the 1960s and went on to own and run a motor vehicle parts and accessories business.There is lots to learn from as Tim moves between reflection and how he feels about business today.His hot tip for research in a pre-internet world that you could engage in right now.His biggest success in a deal where he signed to sell 10,000 in year one and had sold 70,000 in 6 months.His big hit with licensing Looney Tunes characters.His staff retention method that will resonate well with fans of the 4-day week.How he met Jeremy’s father at Sanderson and which client was the best to sell wallpaper to.What he does now representing an Italian business in the UK, playing the long game.The time he had with a Woolworths buyer, that perhaps played a part in their downfall.The number one value needed in a salesperson, and the sales leader’s most important habit.Discover Tim’s 4 must-knows and must do skills to put yourself in the best position for success.For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.Following hot on the heels of our popular dos & don’ts for conferences episode, we explore Exhibitions.Exhibitions are your chance to show off. Whether you’re showcasing a product, a skill, or a service, these events provide an excellent opportunity to collect leads, make sales, build relationships, and much more. But when planning and running a show-stopping exhibition stand there’s a lot that can go wrong, and there are some definite dos and don’ts.Have you set your goals and expectations? Have you researched your competitors? Are your team thoroughly briefed? Have you created a buzz? Is your stand the sort you would approach? Have you created helpful promotional material?Whether you’re a first-time or experienced exhibitor, or even an attendee, follow Bob & Jeremy’s research and tips on how you can avoid common mistakes and make your next expo a resounding success.Download, review, and share this fun-filled episode with your team.This will leave you smiling and ready to excel at your next exhibition!For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.In this episode, we explore the importance of collaboration and look at the key dynamic principles that mean we are more likely to collaborate with our colleagues effectively. These 5 principles will help each individual increase their feeling of ‘self-worth’. Bob and Jeremy consider:the importance of being empowered to make decisionsthe difficulties that status can causethe importance of striving for integrityhow leadership and their plans are essentialand lastly, the key questions about where and how we workAll of these develop our feelings of self-worth. Please listen, rate, review – and share! For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty

Send us a Text Message.As conference speakers and presenters, we always rehearse. Whereas lots of people don’t. If they did then any audience would receive something far more impactful. What are the four stages of rehearsal? Understanding, Exploration, and the other two? Listen and find out! The more you rehearse the better the quality. Some people think they don’t need to at all. That’s a self-certification bias. Many speakers never rehearse. Most presentations are overwritten. What’s Harold Pinter’s perspective? Ken Loach? Jack Nicholson? Al Pacino? David Lean? Alec Guinness? Luke Radley? Hermann Ebbinghaus? Terry Wogan? Michael Gearin-Tosh? Bob Marley? Bob & Jeremy?  Plus, enjoy our new feature: 3 is the magic number! Don’t keep winging it! You’ll never under-rehearse again! For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.Reality Training - Selling Certainty