The Reality is Sales Training
Welcome to The Reality is Sales Training, the podcast that demystifies sales training and reveals how it drives real business success.
With over 20 years of global sales training experience, Bob Morrell & Jeremy Blake have helped businesses of all sizes transform their sales teams. Whether you’re a sales professional, manager, or business leader, this podcast will challenge your thinking, sharpen your skills, and show you what it really takes to sell more effectively.
What You’ll Learn:
❓ Does sales training really work? (Spoiler: Yes, and we’ll show you why.)
📈 What’s the ROI of great sales training? (Hint: Higher conversions & better results.)
🛑 What sales myths need busting? (We’ll challenge outdated ideas & bad habits.)
🔑 Which sales skills drive success today? (Master the techniques that top performers use.)
From consumer sales to B2B deals, Bob & Jeremy break down the realities of selling, offering practical strategies to help you sell smarter, close better, and stay ahead in the ever-changing world of sales.
🎵 Original music by Charlie Morrell.
🔗 Learn more about Reality Training & how we help businesses sell better: www.realitytraining.com
📣 Enjoying the show? Leave a rating & review - we’d love to hear from you!
🚀 Listen now & take your sales skills to the next level!
Episodes
18 episodes
Sales Managers and Team Leaders - How to Respond to Competitors
We focus on sales managers and team leaders who want a clear way to judge how their sales team stacks up against the market. We share a simple customer experience check that replaces competitor myths with real benchmarks you can coach from.&nbs...
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6:04
Price Integrity & the Awkwardness of Discounting
Why do so many salespeople reach for a discount the moment things get uncomfortable?In this episode of The Reality is Sales Training, Bob and Jeremy look at price integrity – why it matters, and what happens when you don’t believe...
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Season 1
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Episode 18
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10:59
Sales Follow-Up: The Part Most Salespeople Get Wrong
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 co...
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Season 1
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Episode 17
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10:02
Explaining VAPs: Selling the Value That Matters to Them
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 hea...
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Season 1
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Episode 15
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13:14
Time, Money, and Momentum
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 eve...
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Season 1
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Episode 14
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10:00
Resilience in Sales: How to Overcome Tough Months & Bounce Back Stronger
Every salesperson faces difficult periods, but your response to these challenges defines your long-term success. This candid exploration of sales resilience provides practical strategies for navigating the inevitable ups and downs of sales perf...
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Season 1
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Episode 13
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12:17
“Can I Help You?” is Killing Your Sales - Here’s What to Say Instead
Still opening with “Can I help you?” or “How are you today?”. It might be doing more harm than good.In this episode of The Reality is Sales Training, Bob and Ann explore why the most common ways to begin a sales conversat...
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Season 1
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Episode 12
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13:50
Mastering the Close: How to Seal the Deal with Confidence
Ever had a sale slip through your fingers just as you thought you had it in the bag? Maybe the customer seemed interested but hesitated at the last moment and you weren’t sure what to say next. Closing can be the trickiest pa...
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Season 1
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Episode 11
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12:12
Who's Really Closing Who? 3 Ways That Customers Close You!
Every call ends in a close – but is it you closing the customer or them closing you with a reason they can’t proceed?In this episode, we explore the subtle tactics buyers use to steer sales conversations, including indifference, s...
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Season 1
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Episode 10
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9:29
How to Close the Sale: Confident Closing Techniques
How many sales slip away because we’re hesitant to ask the all-important closing question? In this episode, we tackle the overlooked art of confidently asking for the sale. Through lively role-play scenarios - like pitching t...
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Season 1
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Episode 9
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13:05
Objection Handling Part 3: Related Stories & the Power of Storytelling
Handle any objection with these amazing tips! In Part 3 of our Objection Handling series, we unravel the power of storytelling in sales. Through humorous anecdotes and relatable examples, we'll show you how to shift the focus fro...
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Season 1
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Episode 8
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26:13
Objection Handling Part 2: "I need to check with my partner"
Why do buyers so often say, "I need to check with my partner" – and how can salespeople respond with confidence?In this lively episode, Bob and Jeremy tackle one of the most common and frustrating objections in sales. Packed with practic...
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Season 1
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Episode 7
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19:08
Objection Handling: Part 1
How do you handle a price objection? It’s going really well, and then ‘that’s a bit expensive.’ What do you do? Join Bob and Jeremy as we uncover how viewing objections as speed bumps rather than roadblocks can transform your sales...
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Season 1
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Episode 6
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12:55
Questioning Skills: Building Sales Success
How good are your questioning skills? What if your questions could unlock the doors to deeper client relationships and increase sales? Join us as we unpack the transformative art of questioning in sales, inspired by the insig...
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Season 1
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Episode 5
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20:03
Saying the Price, Delivering the Price, Believing in Your Prices
Can you confidently state the price of your product without feeling like you’re dropping a bombshell? Uncover the secrets to mastering price delivery in sales, and learn why timidly muttering numbers or hiding them between features can erode yo...
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Season 1
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Episode 4
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13:19
"Obviously, Pal...": Stop the Irritators - Watch What You Say, When You’re Selling!
We all have irritators – things we say without realising. You may know what you’re talking about but you’re not thinking about how you come across, and as such you will pepper your discussion with verbal habits that are really annoying.
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Season 1
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Episode 3
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10:27
Don’t Ask ‘If...?', Ask ‘Which...?'
This is the most underused question in sales. Unlock the secret to improving your sales with the subtle, yet impactful, 'power of choice' strategy. Join Bob Morrell and Jeremy Blake as they reveal how offering options can shift the...
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Season 1
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Episode 2
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6:19