In this episode, James tackles one of the most frustrating experiences in sales: being ghosted. When a prospect suddenly stops responding after positive early conversations, it can leave even experienced sales professionals confused and second-guessing what went wrong.James breaks down the four core reasons ghosting happens: human nature, poor questioning, missed signals, and the energy you project. He explains how natural defensiveness can make prospects avoid difficult conversations, how shallow questioning leaves important issues undiscovered, and why body language and tone often reveal the truth long before words do. He also highlights how desperation or pressure-driven energy can push prospects away rather than draw them in.By understanding these dynamics and addressing them proactively, you can dramatically reduce the chances of being ghosted and build stronger, more transparent sales relationships.Key TakeawaysHuman nature and defensive instincts often play a key role in why prospects disappear.Asking deeper, more strategic questions helps uncover real motivations and concerns.Paying attention to body language and tone helps you anticipate a prospect’s intentions.The energy you bring to conversations significantly impacts whether prospects stay engaged.Knowing who the true decision-maker is prevents wasted effort and reduces ghosting.Open discussions about the budget early on help eliminate uncertainty and avoid last-minute disengagement.Sales shouldn't feel like guesswork.Get clear, proven tactics delivered weekly — no fluff, just results.If you want to close more and stress less, this is for you.👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.
In this episode, James breaks down the essential steps for managing inbound sales leads, a critical part of the sales process that many professionals overlook. While inbound leads put you in a strong starting position, they are not guaranteed wins. James explains why diligence, speed, and professionalism are vital in turning these enquiries into real opportunities.He highlights the importance of responding quickly, communicating strategically, and asking the right questions to understand a prospect’s needs. James also shares why consistent follow-up is crucial, how templates can streamline your process, and why respecting consent matters when it comes to marketing lists.This episode is packed with practical guidance to help you maximise every inbound opportunity and close more deals with confidence.Key TakeawaysNever assume an inbound lead will convert — treat every enquiry with care until the deal is done.Responding quickly to inbound enquiries significantly increases your chances of conversion.Using well-crafted templates helps maintain professionalism and efficiency in your communication.Asking thoughtful questions early on helps you tailor the conversation to the prospect’s real needs.Consistent follow-up is essential, as many inbound leads require multiple touchpoints.Never add leads to marketing lists without consent; respecting preferences builds trust and credibility.Sales shouldn't feel like guesswork.Get clear, proven tactics delivered weekly — no fluff, just results.If you want to close more and stress less, this is for you.👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.
In this episode, James tackles one of the most misunderstood parts of the sales process: the discovery call. Far too often, salespeople approach these calls with the wrong mindset, treating them as a pitch instead of what they truly are: a conversation to determine fit.James explains that a great discovery call isn’t about pushing your product or service. It’s about listening, understanding, and exploring whether there’s a genuine alignment between you and the prospect. He shares the key reasons why so many discovery calls fail, from desperation and rigidity to a lack of meaningful questions - and outlines a simple, structured approach to make them more effective.Packed with practical advice, this episode will help you transform your discovery calls from awkward, one-sided conversations into productive discussions that build trust and uncover real opportunities.Key TakeawaysA discovery call’s primary purpose is to explore compatibility, not to sell.Many discovery calls fail because salespeople come across as desperate or overly rigid.The best discovery calls focus on understanding the prospect’s real needs and challenges.Asking deeper, more thoughtful questions leads to better insights and stronger connections.Adaptability and active listening are essential to turning discovery calls into successful partnerships.Sales shouldn't feel like guesswork.Get clear, proven tactics delivered weekly — no fluff, just results.If you want to close more and stress less, this is for you.👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.
In this episode, James explores what it will take to truly stand out as we move toward 2026, a time when authenticity, connection, and creativity will matter more than ever.As artificial intelligence becomes woven into every aspect of business communication, James argues that being human is now your biggest competitive advantage. He shares why showing up authentically, by sharing your story, experiences, and values, builds the kind of trust AI can’t replicate.The conversation also dives into micro-niching, explaining why narrowing your focus is the key to breaking through a noisy market. By understanding your ideal audience and solving specific problems, you can develop a brand that resonates deeply rather than blending in with the generic.Finally, James highlights the growing importance of community-building, turning your audience from followers into participants. In an era dominated by automation, businesses that create genuine connection and belonging will be the ones that thrive.Key TakeawaysAuthenticity will be the most valuable differentiator in an AI-driven business world.Micro-niching allows you to cut through the noise and connect deeply with a specific audience.A strong brand story and emotional resonance will be key to long-term success.Building a loyal community around your brand fosters engagement and trust.Personalisation and empathy will be essential to creating meaningful client relationships.Creative problem-solving will help businesses stand out and stay relevant in 2026.Sales shouldn't feel like guesswork.Get clear, proven tactics delivered weekly — no fluff, just results.If you want to close more and stress less, this is for you.👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.
In this episode, James breaks down the power of proactive selling and why waiting for leads to come to you is no longer enough. Using the vivid metaphor of “swimming out to the ship,” he highlights that success in sales demands initiative, strategy, and consistency.James challenges the misconception that outbound sales is outdated, showing how a value-led approach can still generate strong results in today’s market. He explains how to identify your Ideal Customer Profile (ICP), tailor your messaging, and lead with value — not just a sales pitch. By understanding your audience’s pain points and crafting messages that truly resonate, you can turn cold outreach into meaningful conversations.Packed with practical strategies and motivation, this episode is a must-listen for anyone looking to reignite their outbound efforts and build a consistent pipeline of opportunities.Key TakeawaysSales success requires proactive outreach — if leads aren’t coming to you, go and find them.A clear Ideal Customer Profile (ICP) is the foundation of every effective outbound strategy.Leading with value, not a product pitch, builds trust and captures attention.Personalised communication increases engagement and strengthens client relationships.Consistency, clarity, and determination are key to long-term outbound sales success.Sales shouldn't feel like guesswork.Get clear, proven tactics delivered weekly — no fluff, just results.If you want to close more and stress less, this is for you.👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.
In this episode, James reveals what truly separates the top 1% of sales professionals from the rest. It’s not just about closing more deals; it’s about mindset, discipline, and the ability to build long-term influence.James explains that while 80% of salespeople focus on their own targets, the elite few concentrate on creating value for their clients. He explores how personal branding, strategic time management, and a deep understanding of buyer psychology play vital roles in achieving sustained success.Drawing parallels with elite athletes, James highlights how top performers in sales remain disciplined, continuously refine their craft, and never stop learning. He also shares practical advice on effective follow-up strategies and the power of asking the right questions to build genuine trust and connection.This episode is packed with actionable insights to help you elevate your sales game and move closer to joining the top 1%.Key TakeawaysThe top 1% prioritise personal branding and become recognised as trusted authorities in their markets.Effective time management is a cornerstone of success — elite sellers plan, prioritise, and execute with discipline.Understanding buyer psychology allows top sellers to add genuine value in every interaction.Consistent, meaningful follow-ups set high performers apart and build long-term client relationships.Sales shouldn't feel like guesswork.Get clear, proven tactics delivered weekly — no fluff, just results.If you want to close more and stress less, this is for you.👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.
In this episode, James challenges one of the most enduring clichés in sales, the old “always be closing” mantra. He explains why this outdated approach, rooted in high-pressure tactics, no longer resonates with today’s well-informed and discerning buyers.Instead, James explores how modern sales success comes from empathy, trust, and genuine value. By focusing on understanding buyer psychology, recognising client needs, and offering tailored solutions, sales professionals can build meaningful relationships that last far beyond a single transaction.This episode is a must-listen for anyone looking to modernise their sales approach and build long-term success through authenticity, not aggression.Key TakeawaysThe “always be closing” mindset is outdated and often counterproductive in today’s market.Effective sales start with understanding the buyer’s needs, not pushing for a quick close.Building trust through valuable, authentic interactions creates stronger client relationships.Recognising different buyer types allows for a more personalised and effective sales approach.Sales shouldn't feel like guesswork.Get clear, proven tactics delivered weekly — no fluff, just results.If you want to close more and stress less, this is for you.👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.
In this episode, James reflects on the true meaning of exceptional customer service, drawing on his own experiences to highlight the stark differences between perception and reality. Using a recent stay at a so-called five-star hotel and contrasting it with the world-class service at Coworth Park, he reveals how small details and personal touches can transform an ordinary experience into an unforgettable one.James emphasises that outstanding service goes beyond promises; it lies in anticipating client needs, exceeding expectations, and creating moments that leave a lasting impression. By consistently delivering above and beyond, businesses can build loyalty, earn trust, and turn satisfied customers into passionate advocates.For anyone seeking to elevate their approach to client care, this episode offers practical insights into what truly defines five-star service.Key TakeawaysExceptional customer service is often defined by the smallest details that make clients feel valued.To stand out, businesses must go beyond claims of quality and demonstrate service excellence through action.Anticipating client needs and exceeding expectations builds long-lasting loyalty.Personalisation, such as remembering client preferences, fosters a deeper connection and stronger relationships.Effective communication and timely follow-ups enhance the customer journey and reinforce trust.Consistently delivering on promises establishes credibility and positions a brand as reliable.Sales shouldn't feel like guesswork.Get clear, proven tactics delivered weekly — no fluff, just results.If you want to close more and stress less, this is for you.👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.
James welcomes the remarkable Gemma McGrattan to the podcast, who shares her inspiring journey of co-founding a highly successful business that grew from humble beginnings to working with prestigious brands across the UK. What started at a dining room table flourished over 17 years and ultimately attracted the attention of a global creative agency, leading to its acquisition.In this enlightening discussion, Gemma shares her experiences with pivotal decisions, challenges, and lessons she encountered along the way. She emphasises the importance of building a strong internal culture, explaining why engaged employees are the cornerstone of external success. The conversation also explores the role of communication, mentorship, and strategic planning in scaling a business.Whether you’re an aspiring entrepreneur or a seasoned business leader, Gemma’s story offers practical insights and inspiration to take your own journey forward.Key TakeawaysGemma’s entrepreneurial journey shows the value of identifying and capitalising on niche markets to achieve sustainable growth.Strong internal communication and employee engagement are critical to fostering a positive organisational culture.Collaboration and diverse skill sets within a team often drive the greatest business successes.Mentorship and external advice play a vital role in navigating complex business challenges.Scaling from a small business to a larger entity requires strategic planning, clear vision, and adaptability.Consistent, creative client communication is key to building long-term relationships and fuelling growth.Sales shouldn't feel like guesswork.Get clear, proven tactics delivered weekly — no fluff, just results.If you want to close more and stress less, this is for you.👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.
In this episode, James takes a moment to thank listeners for their ongoing support and feedback on the podcast. Building on that appreciation, he shares twelve actionable sales tips designed to help professionals improve their communication, build stronger client relationships, and ultimately close more deals.Each tip is practical and easy to apply, covering common pitfalls that often hinder sales success. From how to craft engaging meeting invites to tailoring your approach based on personality types, James provides clear guidance that listeners can implement straight away. Drawing from his experience in the field, the advice is designed to help salespeople engage more effectively with prospects and clients while avoiding the mistakes that hold so many back.Whether you’re just starting out or looking to refine your approach, these twelve tips offer a valuable toolkit for boosting sales performance.Key TakeawaysA well-crafted meeting invite should generate intrigue and curiosity to secure client engagement.Begin sales meetings by focusing on the client’s needs, not just your agenda, to foster a productive dialogue.Understanding personality types can help tailor your communication strategy for greater effectiveness.Personalised follow-ups that provide real value keep prospects engaged far better than generic content.Sales shouldn't feel like guesswork.Get clear, proven tactics delivered weekly — no fluff, just results.If you want to close more and stress less, this is for you.👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/Enjoy the podcast? We’d love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you’ve enjoyed the podcast, we’d also really appreciate a review.
In sales, things rarely go as planned. That’s why adaptability isn’t just a nice-to-have skill, it’s essential.In this episode, James shares why the ability to pivot in the moment is one of the most powerful tools in a salesperson’s toolkit. Drawing on personal stories, including lessons learned from military training, James shows how adaptability can mean the difference between landing the deal or walking away empty-handed.You’ll hear how emotional intelligence, self-awareness, and a willingness to step outside your comfort zone all contribute to becoming more adaptable. And most importantly, you’ll learn how to put this into practice in your own sales conversations.In this episode:Why adaptability is one of the most valuable sales skills you can buildHow to read and react to emotional cues during sales conversationsThe dangers of sticking rigidly to a scriptHow small daily challenges can build long-term adaptabilityWhy adaptability is just as much about mindset as it is about tacticsIf you want to improve your ability to handle unexpected situations in sales, and come out on top, this episode is for you.Frustrated by missing sales targets? Struggling to hit your sales goals month after month?Stop guessing!Our scorecard reveals why you’re falling short. Take it now: https://www.missingsalestargets.com/Enjoy the podcast? We'd love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.
What does the world’s most famous tennis tournament have to do with sales? A lot more than you might think.Fresh from a visit to Wimbledon, James shares the powerful lessons every sales professional can take from the Championships. From world-class branding to premium pricing and the mindset of elite athletes, Wimbledon isn’t just about tennis; it’s a masterclass in marketing, value, and dedication.James explains how salespeople can build a strong personal brand just like Wimbledon has built its global identity, why you must price based on value (not fear), and how creating demand and exclusivity can transform your pipeline. He also draws inspiration from the relentless pursuit of excellence shown by top players, a reminder that continuous learning and improvement are key to long-term success in sales.In this episode:Why Wimbledon is a blueprint for branding that builds trustThe power of premium pricing and knowing your worthHow to create demand and a “waiting list” effect for your servicesThe role of consistency in both sport and sales successWhy elite performers never stop learning — and neither should youWimbledon might be about tennis, but the sales lessons are everywhere. Tune in and discover how you can apply them to your own business.Frustrated by missing sales targets? Struggling to hit your sales goals month after month?Stop guessing!Our scorecard reveals why you’re falling short. Take it now: https://www.missingsalestargets.com/Enjoy the podcast? We'd love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.
Should you ever give up on a prospect? It’s a tough question, but one every sales professional has to face.In this episode, James digs into the balance between persistence and practicality. While following up is a vital part of winning new business, there are times when pushing harder just isn’t worth it. James explains how to spot the red flags that show a prospect doesn’t value what you offer, why qualifying properly matters, and when walking away might be the smartest move you can make.Packed with practical advice and real-world insight, this episode will help you protect your time, focus on the right opportunities, and avoid chasing business that’s never going to close.In this episode:The warning signs that a prospect isn’t worth pursuingWhy valuing your offering is non-negotiableThe importance of decision-making authority in sales conversationsHow to check if someone really fits your ideal customer profileWhy budget alignment is critical from the startHow to leave the door open, even when you walk awayKnowing when to persist and when to step back is a skill that separates good salespeople from great ones. This episode will help you master it.Sales shouldn't feel like guesswork.Get clear, proven tactics delivered weekly — no fluff, just results.If you want to close more and stress less, this is for you.👉 Subscribe here: https://www.jameswhite.business/newsletter-sign-up/Enjoy the podcast? We'd love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.
As James hits the milestone of his 50th birthday, he’s taking a moment to look back and share the 50 lessons that have shaped his career, his business, and his life.From the early days of learning the sales ropes to leading a successful business, these lessons are packed with hard-won insights, practical wisdom, and a few personal stories along the way. You’ll hear about the importance of finding purpose, building meaningful relationships, learning from failure, and why problem-solving always trumps “just selling.”And to mark the occasion, James is giving listeners the chance to win a huge prize giveaway tune in for the details and get involved in the celebration!In this episode:Why the journey matters as much as the destinationHow setbacks can become your greatest teachersThe sales shift: from pushing products to solving problemsThe small daily challenges that build lasting resilience50 lessons you can take into your own business and lifeThis is part reflection, part inspiration, and all about giving you the insights James wishes he’d known earlier.Frustrated by missing sales targets? Struggling to hit your sales goals month after month?Stop guessing!Our scorecard reveals why you’re falling short. Take it now: https://www.missingsalestargets.com/Enjoy the podcast? We'd love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.
Why do some businesses smash their goals while others seem stuck in neutral? In this episode, James breaks down the seven key differences between companies that thrive and those that struggle to get off the ground.From the mindset of the leadership team to the systems that keep things running smoothly, James reveals the patterns he’s seen time and time again in businesses that achieve remarkable growth. You’ll learn why a true obsession with your customers, a willingness to experiment, and the ability to make quick, informed decisions are the real game-changers.Packed with real-world examples and actionable insights, this episode is a blueprint for any business owner or leader who wants to move from stagnant to unstoppable, even in a challenging economy.In this episode:Why leadership mindset is the number one driver of business growthThe difference between selling products and obsessing over customer needsHow scalable systems keep your business from relying on just a few peopleThe role of experimentation in finding your next big winWhy hiring for cultural fit can make or break your momentumHow quick, informed decisions keep you ahead of the marketIf you’re ready to leap from “getting by” to “flying high,” these seven lessons will set you on the right path.Frustrated by missing sales targets? Struggling to hit your sales goals month after month?Stop guessing!Our scorecard reveals why you’re falling short. Take it now: https://www.missingsalestargets.com/Enjoy the podcast? We'd love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.
In a crowded marketplace, being “good” isn’t enough; you’ve got to be different. In this episode, James dives into one of the most critical (and overlooked) parts of successful selling: your Unique Selling Proposition (USP).Sharing a personal story from his very first business, where he secured funding in a highly competitive industry, James reveals how having a clear USP helped him stand out when others told him he wouldn’t make it. Now, he’s helping you do the same.You’ll learn how to find and refine what makes your business different, how to use customer conversations to guide your positioning, and how to uncover market gaps your competitors are missing. Plus, James shares real-world examples of businesses that used their niche to dominate.And it’s not just about going solo. James also explains how strategic collaborations can strengthen your position, boost your reach, and add extra value for your clients.In this episode:How to define your USP and use it to win in any marketWhat James learned from pitching investors in a crowded spaceWhy understanding customer pain points is your sales superpowerHow to analyse competitors and spot the gaps you can ownThe hidden value of collaborating with complementary businessesWhy pricing isn’t the only thing that wins clients, service and value matter moreIf you’re tired of blending in, it’s time to sharpen your edge. This episode will show you how to stop chasing and start leading.Frustrated by missing sales targets? Struggling to hit your sales goals month after month?Stop guessing!Our scorecard reveals why you’re falling short. Take it now: https://www.missingsalestargets.com/Enjoy the podcast? We'd love to hear from you! Email: hello@jameswhite.business to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.
Ever wondered what a typical week looks like for a sales trainer who’s still in the trenches?In this episode, James gives you an honest, behind-the-scenes look at how he structures his sales week, from lead generation and client calls to content creation and strategy planning. Sparked by a throwaway comment that assumed sales trainers are just failed salespeople, James sets the record straight and shares why he’s still so passionate about selling today.He walks through how he uses time blocking to stay productive, why building a “fat funnel” is essential to sales success, and how to balance the grind with the rewards of helping clients win. Expect a mix of practical tactics, real-life stories (including the wins and the setbacks), and clear lessons that you can apply to your own sales process, whatever your industry.In this episode:The truth about what sales trainers do day-to-dayHow James structures his sales week for maximum resultsWhy time blocking is non-negotiable for sales successThe power of building fat funnels to create better pricing and opportunityHow to qualify leads and avoid wasting timeWhy selling is more like training at the gym than you might thinkThis one’s all about getting focused, staying consistent, and enjoying the journey, because sales done right isn’t just a job... It’s a craft.Frustrated by missing sales targets? Struggling to hit your sales goals month after month?Stop guessing!Our scorecard reveals why you’re falling short. Take it now: https://www.missingsalestargets.com/Enjoy the podcast? We'd love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.
If there’s one thing that separates average salespeople from great ones, it’s this: follow-up.In this episode, James dives into one of the most overlooked yet most powerful elements in sales. Too many professionals give up after one or two touches, worried they’ll come across as pushy or annoying. But the truth? Most deals are done between the fifth and twelfth interaction.James unpacks the mindset behind effective follow-up, sharing why persistence isn’t pestering when it’s done right. He also explains how to structure your follow-up strategy, the importance of adding value in every touchpoint, and how to stay organised using simple tools like a CRM.If you’ve ever felt unsure about when or how often to follow up, this episode gives you the clarity and confidence you need to stay front-of-mind and close more sales.In this episode:Most sales are lost because people give up too soonThe stats that show just how vital follow-up isHow to follow up without sounding desperateUsing different channels to stay visible and add valueWhy your CRM might be your most powerful sales toolStart following up like a professional and watch your conversion rate rise.Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you’re falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast? We'd love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.
In this episode, James tackles one of the biggest mistakes business owners make, trying to sell to everyone. Inspired by a question from listener Felicity, who’s recently launched a business, James breaks down exactly why niche marketing is the key to success.Using real examples (including the story behind Beanie’s Coffee and its rise to fame), James shows how getting specific about your target audience helps you cut through the noise, attract the right customers, and grow your business faster.You’ll hear about the challenges that come with being “too broad,” and how even great products can fail without a clear niche. James also shares lessons from his journey, including where he went wrong early on, and offers practical advice on how to define your ideal customer and build a message that speaks directly to them.In this episode:Why being specific beats being general every timeHow niche brands like Beanie’s Coffee became household namesThe dangers of trying to please everyone in your marketHow to build a message that truly resonates with your ideal clientJames’ personal insights on what works (and what doesn’t)If you’re struggling to find your niche or just unsure how to market what you do, this episode will help you refocus, refine, and start building serious momentum.Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you’re falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast? We'd love to hear from you! Email hello@jameswhite.business to suggest topics for future episodes. If you've enjoyed the podcast, we'd appreciate a review.
In this episode, James gets straight to the point: too many professionals undervalue what they know, especially when it comes to sales. Whether you’re in IT, manufacturing or consultancy, your experience and insights have real value. The problem? Most people don’t own it.James shares why recognising your expertise is a vital part of building credibility and standing out in today’s competitive market. He explains how your unique perspective is exactly what prospects are looking for, but only if you’re brave enough to talk about it.You'll hear practical tips, real-world examples, and one simple exercise to help you identify your areas of expertise and start building a personal brand that gets noticed. If you’ve ever felt like you're not "salesy" enough or doubted the value you bring, this one’s for you.In this episode:Your knowledge and experience already set you apart, if you let themA simple activity to uncover your own sales edgeHow to start building your expert status in your industryReal stories from James’ mentoring clients who turned their expertise into a USPThe power of sharing what you know, consistently and confidentlyWhether you’re new to sales or looking to elevate your game, this episode is your reminder that the knowledge you’ve got is more than enough; you just need to own it.Frustrated by missing sales targets? Struggling to hit your sales goals month after month? Stop guessing! Our scorecard reveals why you’re falling short. Take it now https://www.missingsalestargets.com/Enjoy the podcast, and why not get in touch to tell us what you would like James to cover in future podcasts by emailing hello@jameswhite.business If you've enjoyed the podcast, please give us a review.