Marketing tips

Sales training with Scrooge

Sales training with Scrooge 

In this interview with leading Marketing Expert Steve Mills, Steve explains how to use the pain in the past, present and future to help you increase sales. 

Do you remember the story “A Christmas Carol”? 

Three sales people ‘ghosts’ turned up to Scrooge’s house and tried to sell him on an idea of ‘giving’.  This was something he had no intention at all of doing at all and did he did not even want to listen “bar humbug”.  

However, by using the forces of past, present and future pain and pleasure they were able to convince him that change was a must and not just ‘a should’.  He changed his mind and his outlook instantly by linking pain to staying as he was and pleasure to change.

The ‘Three Ghosts’ sales training services

How to remove resistance to buying.  In this example I use – selling sales training…  

Steve – How many sales people do you employ?

Client – Six

Steve – How good are they at achieving their targets?

Client – Some are better than others, but on average they achieve approximately 75% of their target.

Steve – What is each person’s target?

Clients – They don’t have individual targets, but their overall target is £200,000 per month.

Steve – So they are currently achieving £150,000 per month is that correct?

Client – It varies, but roughly yes.

Steve – How long has your sales team been together?

Client – Some people have been with us longer than others and some have come and gone, but essentially we have had a sales team for five years.

Steve –  Has 75% of target been achieved roughly throughout this time?

Client – Yes, approximately again.

Steve – So the team have been losing out on a potential of approximately £50,000 per month for five years is that true?

Client – I have never thought of it that way, but yes I suppose that is true.

Steve – So if we take that back five years that comes to £600,000 per year x 5 years = £3,000,000.

Client – Yes and that is scary!

Steve – That being the case, I suppose you could say that you will lose another £3,000,000 in potential new business, if nothing changes over the next five years, won’t you?

Client – Err yes we will.

Steve – So let’s say that worse case we could help you and your team to become 15% more effective.  Let’s work out how much extra income could be achieved.  

A 15% increase in sales effectiveness would increase your sales from 75% of sales target, up to 90% of target, or from £150,000 per month to £180,000.  This equates to an extra £30,000 per month x 12 months = £350,000 x 5 years = £1,800,000. Is that correct?

Client – Well confirmed.

Steve – Ok.  So to achieve this we will need to conduct a series of six training days over a period of six months at a cost of £12,000 and then two per year after this at a cost of £4,000 per year.  How does that sound?

If you have done your job effectively you have just made a sale. 

How could you use the pain in the past, present and future to increase your sales?

Let me know if using this technique improves your enquiry rates.  Want some more great ideas like this one?  Click here.

Steve Mills


Do you need a new website?

Is the objective of your website to…

  • Look nice
  • Create a good first impression
  • Provide information

If that is your goal, then I suggest you go and find yourself a decent website designer and engage them.  But do bear in mind that you need three rare and very diverse set of skills to develop a really good website.

  1. You need design skills
  2. You need someone with a technical background to make sure the site is stable and built properly
  3. You need a marketing person to ensure it creates new business

Here is the problem

I have worked with thousands of companies, in hundreds of industries and over 90% of those companies win little or no business from their website.  They make excuses up like – “It’s a brochure site and we are not trying to win business from it”.  Give me a break!!!

The simple facts are:

  1. They have a really old, out of date website
  2. Or, they have a website that they spent thousands on designing, but no money on marketing and so it does not get any traffic
  3. Or, they spend a fortune sending traffic via PPC advertising, SEO etc, sending people to a website that does not convert!

Either way – “It’s madness”.

If the objectives of your Website Development are to…

  1. Create sales
  2. Get meetings
  3. Increase leads
  4. Improve traffic
  5. Increase conversion rate
  6. Understand your Website Development results and so be able to improve them on an on-going basis

This is what you want your website to do…

Turn strangers into visitors.  Then visitors into leads and then you take over by turning your websites leads into meetings and sales and on to on-going clients and on-going streams of income.

Sound good? Then I suggest we meet up, so we can find out more about your business and how we can help you by creating a website that wins you business and improves your website marketing RESULTS!

Here is the link to our website development page.

Call me now on 07977 074 497, or fix up a meeting using my online diary here.

Sales and Marketing Training

Sales and Marketing Training

I am running two free Sales and Marketing Training Events for you.  A webinar and a seminar both called RESULTS and both at the same time!  So, if you are based locally at our office in Portsmouth, then you can attend the actual workshop.  Or, if Portsmouth is too far, then log in online and watch the event from the comfort of your own home/office:

I will be covering how you can improve your sales and marketing results.

Here is what I will be talking about:

  • How to get more leads
  • How to turn more of those leads into sales
  • Understanding some of the latest marketing technology and how it is changing the face of marketing
  • How to focus on the results that can have the most impact on your business
  • The 7-step method for improving your businesses marketing
  • A live review of your current sales and marketing results and how to improve them
  • How to sell more
  • The 5 keys to business growth


Date:  Wednesday 4th December 2019

Time: 10am to 12noon

Venue: Gatcombe House, Copnor Road, Portsmouth, PO3 5EJ / (or online)

To book a place on the workshop, or the webinar click here.

Golf Club Marketing – Steve Interviewed on Golf Club Talk

Golf Club Marketing

It is great to be involved in Golf Club Marketing.  Golf is a sport that I really enjoy playing from a social aspect and I am glad to report that I am far better at helping Golf Clubs to market themselves, than I am at playing Golf!
I was recently Interviewed by Eddie Bullock of Eddie Bullock Golf Management and the interview that Eddie did with me is now out. If you could share it on your social media networks that would be great.
A BIG tank you to Eddie!

How to create more leads and sales?

How to create more leads and sales?

Book a free no-obligation RESULTS Meeting with me Steve Mills NOW!

Do you run a business and you want to know how to create more leads, meetings and sales? Are you frustrated with your lack of marketing success?  If you are, then we need to talk. I would be happy to give you 45min of my own time without obligation to help you with your business. By the end of the 45mins, you will have a plan for getting more leads and sales. During the meeting we will discuss:

  1. Specifically what you want to try to achieve
  2. What sales and marketing assets you have and what is working and what is not
  3. What are your current numbers
  4. How to improve your numbers
  5. Identification of the one thing that will have the biggest impact on your business for us/you to really focus on


Here’s what to do. Take a look at this and then book a free meeting.  Click here


How to be successful? The three things that are holding you back…

How to be successful?

Often the biggest reasons that stop you from reaching your full potential comes down to these 3 things:

Your Mindset…

Whether you think you are going to win, or you think you are going to lose, you are probably right!  Your thinking that you’re incapable of surpassing your current level of success, income and fulfilment is what keeps you from doing it.

Your Knowledge…

Not having the tools and information to make your money work for you will keep you working for your money.  Not knowing and understanding sales and marketing is costing you money every day!

Your Willingness to Give 100% ALL THE TIME…

Is what separates you from the millions of others who sit around watching strictly, or saying I don’t have the time, making excuses and hoping that one day they will be successful and expect success to be handed to them on a plate!

The secret to how to become successful only comes to those who are ready, willing and able to discover how to harness these 3 key factors….Want to double the size of your business in the next 12 months?  Then double the amount of time, effort and money that you put into growing it.

I am ready, willing and able to help you hit your targets and surpass your goals each step of the way.

Through weekly group calls, one-on-ones, video training and workshops, my private Facebook group, and a lot more…


Steve Mills

When I walk into a room…

When I walk into a room at a conference I am speaking at, I ask the audience – Who is on LinkedIn?  If there are 1,000 people in the room, I get 1,000 hands in the air.

I then ask – Who wins business on LinkedIn?  I normally get less than 30 hands in the air.

I then ask – Who uses LinkedIn every day and who considers themselves to be active on LinkedIn?   The same 30 people put their hands up and here lies the lesson!

LinkedIn is very simple – If you use it, you make money and if you don’t you won’t.

So, the only question’s are:

1. Are you going to use it?

2. Do you know how?

In my extensive experience on LinkedIn, the people who don’t use it, either don’t have the time, or don’t really understand LinkedIn, or sometimes it’s both!  There is also a lot of truth in the statement ‘I don’t know, what I don’t know’.

“We make over £100,000 per year on LinkedIn and some of our larger clients have made millions of pounds”.

Here is where we come in:

1. We can do it for you using our proven 6 step LinkedIn system.

2. You can train yourself and your team in what to do using our online training programme for a one-off fee of £299, which is currently discounted to £99

3. You can attend my one day workshop in Portsmouth on 5th November

4. We can run an in-house workshop for your company.

Give me a call if you want to take action.

How to turn more leads into meetings

In this blog post, I will discuss – how to turn more leads into meetings?  

As you know I have dedicated my life to sales and marketing.  I have spent £1,000’s and over 10,000 hours on my own education and learning from people who I consider to be the best in the world.

I then take what I have learned and teach it to the owners of small businesses, as online training and in my workshops and talks.

Well, on Thursday 26th September I am holding what I consider to be the most important workshop you will ever attend.  On this workshop, we’re going to go through the exact steps I use to convert 70% to 80% of my prospects into clients.

It’s called…


How to turn more meetings into sales

Should you attend?  Look at it this way…

1. How many leads that you get, do you turn into meetings?

2. How many of those meetings do you turn into sales?

Let’s say you get 10 leads and you turn those into 4 meetings and you turn 2 of your 4 meetings into a sale, with an average sale value of £5,000 = £10,000 for every 10 leads you get!

Now, imagine if you could become just 20% better at turning those leads into sales – let’s take a look at the numbers again!

10 leads with a 20% higher conversion rate = 6 out of 10 leads into meetings.  Let’s say you don’t improve your meeting conversion rates and so you still convert only 50% of your meetings into sales.  What have you just done?

You’ve got 6 meetings and 3 sales, with an average sale unit of £5,000 x 3 = £15,000 instead of £10,000.  

Or to put it another way – Over time you will grow your business by 50%by improving your lead to meeting conversion rate by 20%.  Does that make sense?

If it does, then you need to pay me £129 + VAT in order to attend my one-day workshop where I am going to show you exactly how you can do just that!  It’s a NO BRAINER!

Take action NOW and book your seat on my one-day workshop at our offices in Portsmouth on 26th September 2019.

To book your place just call me on 02392 985 954, or email me back ASAP.  We only have 10 places and they will be allocated on a first-come-first-served basis.

For further details click here