Selling to Win 11th May

This highly regarded and successful sales course will provide the essential skills that work immediately – register NOW.


Some comments from recent successful delegates:

“Fantastic presenation. So helpful and I will be recommending to other colleagues.” Mel Rumbelow, Evergreens UK.

“Great course and very valuable to me as an upcoming salesman” Conor McVeigh, Blue Machinery.

“I would have liked anther 8 hours!” Andrew Stace, Stace Roofing


‘Selling to Win’ will put £££’s in the pockets of all who attend; teaches robust and proven skills to those new to sales, refreshes, recharges and benchmarks for the seasoned sales person. Restricted to 12 delegates to ensure maximum individual participation, and CPD accredited equal to eight hours of Continuing Professional Development.

Delegates will learn the latest sales techniques including how to:-

  • Win more business from the competition
  • Get a sale when not the cheapest
  • Communicate effectively on the telephone
  • Sell the benefits of the solution
  • Handle objections
  • Make excellent presentations
  • Close the sale

Guaranteed result or your money back!

 Venue:   Warwick University, CV4 7AL      Date/Time:     Thursday, 11th May, 2017. 9am-5pm


£597 + VAT (less 5% if 2 or more from the same company)


  • Comprehensive course manual
  • Copy of  Richard Denny’s international best seller Selling to Win
  • £50 voucher towards the cost of another training course for you or a colleague
  • £25 voucher towards purchase of product
  • Plus an excellent lunch.

Enrol:      Email [email protected] or call Judith 01608 653865


Presenting to Win 27th April

Confront those demons and banish the fear of failure when making presentations


Presentation is the most effective way of engaging your audience whether that is a few colleagues, the main board of your #1 client or a packed auditorium. On this one day course you will learn the essential skills of preparation, content and delivery, leading to that all important self-confidence as you step up to speak. 

Comment from a client of a recent delegate:-    

“I was completely blown over by the transformation  – her presentation was excellent and delivered completely confidently.  She stood up in front of the brand team and talked around the slides (not reading off them!).  A couple of the brand team members also commented on her – with one of them saying “she was like a different person”.  Whatever training you have given her has really worked well!”

Account Director, Norton and Company

Presenting to Win‘ is a dynamic and captivating course packed with simple techniques to improve communication and keep the audience listening and ready to accept the products or services presented to them.

Delegates will learn how to:-

  • Understand and utilise nervous tension
  • Prepare those vital six stages
  • Attract and hold the audience’s attention
  • Construct and deliver the presentation
  • Give and receive constructive feedback
  • Sell on your feet
  • Close for action

Guaranteed result or your money back! 

Venue: CCT Venues Plus, Bank Street, Canary Wharf, E14 5NR

Date: Thursday, 27th April, 2017

Investment: £597 + VAT (less 5% if 2 or more from the same company)


  • Comprehensive course manual
  • Copy of Communicate to Win, a classic Richard Denny best seller
  • £50 voucher towards the cost of another training course for you or a colleague
  • £25 voucher towards purchase of product
  • Plus an excellent lunch.

Enrol:      Email [email protected] or call Judith 01608 653865

Motivate to Win

Thursday 30th March

Join this highly effective and proven team leadership course and become the boss you would like to work for!

“This workshop has given me the confidence to build a great team and by implementing the principles generate a better working environment which will ultimately bring success to our business”

Deborah Porter, Partner, D & D Porter Limited.



This course will develop motivational and leadership skills. Managers, supervisors and team leaders will be more effective in their day to day communication, management style and productivity. They will learn how to truly achieve success through people.

Delegates will learn how to:-

  • Increase performance and productivity
  • Be the boss you would like to work for
  • Motivate others and oneself
  • Be a better communicator in all areas
  • Handle tough situations
  • Reduce stress and absenteeism
  • Help others to develop and become more independent
  • Learn team leadership and coaching skills

Lead and develop your team – Results guaranteed: or your money back!

Venue:      Warwick University, CV4 7AL

Date:        Thursday, 30th March 2017

Price:        £597 + VAT (less 5% if 2 or more from the same company) includes

course manual, copy of Motivate to Win and an excellent lunch.

Enrol:        Email [email protected] or call Judith 01608 653865


10 Tips for getting along better with people

Richard Denny Your Success Coach

To state the obvious our world is made up of people.  We naturally have a massive responsibility to care for the material aspects, the climate, the oceans and our land mass. Our shared responsibility is to pass it on the world as we know it to future generations in better condition.  Oops! We are certainly falling short of the mark here.

Our joys and sadness’s are fundamentally created by our relationships with people. Sadly, for some people their lives are damaged by people they have fallen out with.  This is so desperately tragic that people allow themselves to have negative relationships with family or neighbours– “we don’t speak”.  Yes, it can be within your control. Yes, we can all make a greater effort to communicate lovingly and caringly and be determined to get on better with people. All it requires is a very simple change of mindset. We are all so much happier when we are free of nasty thoughts about others.

So try these tips: –

  1. Guard your tongue, say less than you think. We never get into trouble for what we don’t say.
  2. Make promises sparingly, keep them faithfully. Be a trusted person, a safe pair of hands. In the business world I teach – ‘under promise and over deliver’.
  3. Never let an opportunity pass to say a kind word. Look for the good in people – kindness and compliments help to cultivate relationships.
  4. Be interested in others, their pursuits, work and family. One of the greatest gifts you can give to people is your attention and interest in them.
  5. Be cheerful, don’t dwell on minor aches and small disappointments. Be positive, enthusiasm can be so infectious. Are your friends and family infected with your cheerfulness?
  6. Keep an open mind, discuss but don’t argue, disagree without being disagreeable. Do what politicians feel guilty in doing, change your mind. Be persuaded, it’s a great quality to change.
  7. Discourage gossip, its destructive. Gossip can be so evil and often entails the releasing of a secret. We are never trusted if we can’t keep a secret. Hear all, see all but don’t say all.
  8. Be mindful of the feelings of others. This is empathy, standing in the other person’s shoes. When necessary say to yourself ‘Why did he say that?’ ‘Why is she thinking that?’
  9. Pay no attention to ill-natured remarks about you. Live so that nobody will believe them. Remember the old saying “Sticks and stones may break my bones, but words will never hurt me”.
  10. Every day be determined to enhance somebody else’s’ life with a kind word, a compliment or even a smile.

It does not matter what anybody says, thinks or does; it’s what you do that really matters




10 Tips for handling stress

Richard Denny Your Success Coach


Stress of course can be good for us as it can raise us to new levels of performance, but it can, when not controlled, also be an extremely serious illness that may require expert medical treatment of which I am most certainly not qualified to discuss.

Apparently the three biggest causes of stress at work requiring medical treatment are as follows: –

Firstly, the mismanagement of time, people not being trained how to manage their time and therefore not being on top of their job.  The inability to prioritise, people taking bulging briefcases home which remain unopened leaves them feeling guilty the next day.  As we all know nobody can manage time, there are only 60 minutes in an hour and 24 hours in a day.  We need to learn how to better manage ourselves in that given time.

Secondly, people given a new job and then not being trained how to do it is a massive cause of stress

Thirdly, rare in the private sector but common in the public sector and is best described as sheer work overload, with only a once a year appraisal.

Prevention of mismanaged stress is obviously worthwhile, so here are the tips:

  1. At the end of a day write down the to do list for tomorrow.
  2. Now number that list in order of importance, in other words the most important job becomes number one.
  3. The following day when you decide to start work begin at number one and keep at it until it has been accomplished and then to number two and so on. If you use that system, there is no known other way of getting more done in a day.
  4. Every day give your body a little exercise, walking being one of the best.  The exercise gets the oxygen circulating and also gives you thinking time.
  5. Give some time for yourself and not feel guilty. Take care of your appearance, hair, clothes, make-up etc.
  6. Always make sure you have something to look forward to.  This helps to keep the balance of life right.  It might be as simple as meeting a friend or something to watch on TV.
  7. Turn off your mobile at designated times.  You will survive and so will the world.
  8. The old saying, ‘If you want something done do it yourself’, is rubbish and will eventually get you into hospital.  Learn to delegate, the true saying is, ‘If you want something done, ask a busy person’.
  9. Don’t work long hours, they are for emergency or for the exception, not the routine.
  10. Don’t procrastinate, if you were going on holiday tomorrow – what would you be doing today? Yes, you can do that every day.



10 Tips for goal achievement

Richard Denny Your Success Coach


No doubt you are familiar with the saying “a person going nowhere normally gets there”, trite but true.  Many people have a wish list, to win the lottery, buy a new house, buy a new car, have a million pounds.  It’s only a wish list not a happiness list and certainly not a goal list. Goals must be things we really and I mean really want in life.  They can and should be tangible and intangible.  In other words, material things (tangible) and health, spiritual, fitness, attitude (intangible). All of these should have the sole purpose of hopefully increasing your happiness.

There are those who make things happen, there are those who watch things happen and there are those who wonder what happened.

So please no more excuses or justification.  Just concentrate on the result you want and here are 10 tips for goal achievement.

  1. Discuss with your partner if you share your life with another person. Do what the majority do not do and discuss the goals that you both want. Some of those you will have in common hopefully.  Two people pulling together become a powerful force.
  2. Prepare a list and both of you should write down your goals – they must be achievable and realistic. Let me remind you that what the mind of man can accurately conceive and believe it will achieve.
  3. Long term and short term goals – your list should contain goals that can be obtained in three months and goals way into the future – even 10 to 20 years hence. It doesn’t matter what age you are; the mind must always have something to look forward to doing or achieving.
  4. Tangible or intangible. The goal list should contain tangibles which can be buying houses, cars, promotions, holidays etc.  The intangibles can be health, fitness, spirituality, personal and self-improvement.
  5. Select the primary goals. From the list select the initial goals that you are going to strive for. These can be in the various segments of your life.  Goals in your private life, business life, social life and leisure life.  Those first goals must be achievable in three months.
  6. Form a plan. Goal achievement doesn’t just happen.  The major cause of people not achieving their goals is through the neglect of having a plan and your plan should have a date alongside each goal of when you really want to achieve that goal.  It is so important to have dates.  So ask yourself on each goal, what do you need to do to achieve it?
  7. Daily list – every day make sure that on your “to do” list there is activity towards your goal achievement and check with yourself from time to time during the day with “what am I doing now towards my goal?”
  8. Be careful who you tell – sadly there are very few people who will be either supportive, enthusiastic or even interested in your goals. So just be careful who you share this personal information with.
  9. Visualise – For some people this can be difficult, but really do try to get your mind to see you doing or owning the goal and the goals that you are going for. Mankind is learning more and more about the untapped human potential within our brains and the importance of visualisation.  What we visualise we can bring to fruition.
  10. Smile! Yes, it sounds corny but my goodness me, the smile not only radiates a positive message to others but does wonders for our own happiness and achievement.

Motivation and goal achievement has a direct correlation to our reaction to pain and pleasure.  Most goals start out with some pain but as we get closer to the goal the pain diminishes and the pleasure increases; so just go for it!



10 Tips for securing that dream job

Richard Denny Your Success Coach


Securing that really good job does require some effort and preparation. Experiencing job satisfaction and looking forward to going to work are, of course, things most of us aspire to and yes, they can be achieved. If we are fortunate we spend one third or our life at work, so it really is important to get a job that is fulfilling. Fascinatingly, if we are happy at work we are far more likely to be happy in our home and private life too and that again, if we are fortunate, takes up another third of our life.

These are a few tips to help with the interview. There is, of course, a lot of other preparation necessary in order to get the interview, but that is a different subject matter. The interview is very important as you want to show your best qualities and attributes to the interviewer and convey the belief, confidence and trust that you could do the job they are hoping to fill. From your point of view, you hope that the interviewer will be trained and skilled in how to interview as, no doubt at some point in your life, you have experienced the frustration of being interviewed by somebody who has not been trained and really doesn’t know what they are doing.

  1. Prepare a professional and honest CV – if you lie, you will be found out …………. eventually. Do get some help and advice from a professional in the construction of the CV. Most schools, colleges and universities are pretty useless and it’s best not to take their advice.
  2. Gen up on the employer prior to the interview. This is so easy to do via their website and more importantly it will be expected of you to have done your research.
  3. Prepare and write your questions to ask at the interview. It is perfectly acceptable for you to refer to your prepared questions on a piece of paper or notebook. This demonstrates that you have made an effort, as well as showing your organisational skills.
  4. It is important to sell yourself. This is not done by talking about yourself, selling yourself is done by showing interest in the other person and the business that you are hoping to join.  You can ask questions such as ‘how long have you been here?’ What do you like about the organisation?’ Why is there a vacancy?’ etc.
  5. Talk about what you can do for them rather than what they can do for you. Your mind-set should be what contribution can you make or add to.  Just remember life is not about taking, a successful and happy life is about giving in all its various forms.
  6. Dress for the job you want. People say don’t judge a book by its cover’, but that is not what happens in reality. Their first impression will be of what they see when you walk into the room.  What you wear in your personal or private life is entirely up to you. But you have no right to superimpose that on your place of work where other people’s income can also be dependent on what you look like.
  7. Find out about training and personal development opportunities. Not only will this be helpful for your own personal career, but also demonstrates your willingness to learn which again will benefit your employer.
  8. Make sure you meet the immediate line manager; the person you will report to. This is often best done at the second interview as it is so important that you gel within your immediate reporting structure.
  9. Don’t ever take a job just for the money, you will end up by being very unhappy.
  10. Be enthusiastic – would you employ you? A positive attitude is the most powerful attribute towards securing that dream job, then it’s up to you to maintain it and become a safe pair of hands to your employer and then you will get promoted and your salary will increase.

Good luck and great success.


10 Tips for motivating the sales force

Richard Denny Your Success Coach


Selling is of course the most important activity in any business.  Those who sell bring in the money that everybody else can live off, so the man or woman who can motivate and inspire sales people is highly sought after.  Before we go through the top 10 tips, do remember there is a big difference between a sales force and a sales team.  They require totally different managerial and motivational sales skills sets.  A sales force is a group of individuals entirely dependent on their own performance for results.  A sales team of course is interdependent on each other for the results.

  1. You the sale leader must be an effective sales person, you don’t have to be the greatest but you must be good, and be still willing to go out and sell where necessary. To be an effective leader in sales you must have the trust and respect of the sales people.
  2. You must recognise part of your responsibility is as a trainer. You must make sure that your people are getting the right training, both in their product knowledge, which can only be learnt internally, and their sales skills and attitude, which is best learnt externally.  Your role is of course to be continually giving them the support.
  3. You must be motivated yourself. If you want motivated sales people it only starts at the top.  When the leaders are leading the followers will follow.
  4. You must have clear goals and targets that your sales people have bought into. You will de-motivate them if you set your targets too high.  They must be realistic, achievable and of course challenging.  Targets and competitions are most effective when they are short term.  Ideally daily, weekly, monthly and maximum 3 months.
  5. The sales leader should hold regular sales meetings. The maximum interval, one month and the meeting should be no more than 2 hours.  Weekly meetings are of course very effective where people are working out of an office.  WARNING here, do not run a sales meeting unless you have been trained how to do it.  (further information from Richard Denny Group – details).
  6. Recognition in all its various forms is your trump card in motivating people effectively. Remember, people will work harder for the right form of recognition than for a monetary incentive.  So for target or goal achievement, lots of praise in public.
  7. It is essential that the sales leader talks regularly to their sales people, preferably on a daily basis to check on performance, pipeline, sales achieved, and of course for the sales leader to give a few pointers, a little praise and a motivational lift-up.
  8. Encourage all your people to give ideas for improvement. Listen to their opinions and respond within 48 hours.
  9. Invest in your sales people. There are still too many sales people who are not trained, even worse there are some who have been trained years ago and are still operating out of date appalling sales practice.  This small investment will be the best investment you will make this year.
  10. Make sure that your sales people are allocating their time effectively, giving themselves maximum exposure, either on the phone or face to face with customers and potential customers. Get the balance right between TWT (total working time) and CCT (customer contact time).



10 Tips for motivational management – Use the power of praise

Richard Denny Your Success Coach

Every recruitment agency in the land will agree that by far the major reason for people leaving an employer is due to not feeling appreciated or valued.  Let me remind you of that powerful phrase, “people don’t leave companies, they leave people.”  I equally believe, and my experience has shown, that this lack of appreciation is one of the major causes of high absenteeism that some in the private sector, but many more in the public sector, do suffer from.

Why are so many managers unable, unwilling or simply forget to say a thank you and show appreciation to their staff?  It’s just not good enough to have the pathetic mind set of believing “that is what they are paid to do.”  This lack of appreciation is very rarely uncovered or disclosed at the exit interview.  Apparently the British psyche does not handle praise well.  But praise and recognition are fundamental and vital leadership skills and qualities.

So if you want to keep your people, staff and colleagues; help them to be more competent; increase productivity and create a happier working environment; positive constructive input and loyalty; praise and care for your staff.  After all, they are your customers, so follow these tips:

  1. Praise in public, criticise in private. Let other people hear you giving praise.  You will get more of whatever you recognise, reward or praise.
  2. Understand the individual. Some people need more praise than others.  Some people have great difficulty in receiving praise.
  3. Be authentic. The praise must be yours even though it may have been told to you by someone else.  It must be owned by you and believed by you.  If the praise worthy event is related to you from another source get your facts right, but again take ownership of the praise, while giving recognition to others.
  4. Deliver praise with sincerity, with eye contact, with pleasure and with happiness. You know body language communicates more powerfully than the spoken word.
  5. Be timely. Yes, of course some praise is better late than never but really make the effort to give it as near to the event as is humanly possible.  This just depends where praise lies in your priority of life.
  6. The recipient really must deserve the praise and the event must also be praise worthy.
  7. Praise should also be geared to the impact of the actions that were deserved. In other words, you are sharing the ramifications of the success that is forthcoming from the praise worthy activity.
  8. Praise will change behaviour so you will get more of whatever you are praising and recognising. So be careful.  If you praise people for working long hours you will get more people working long hours, but this may not be productive and is generally unproductive.
  9. Get the balance right. Too much praise is completely ineffective.  Can you recall old Mr Grace from the TV programme Are You Being Served saying “you are all doing very well”, every time he met his staff.
  10. Be brave. Step outside your comfort zone.  Give a little praise and enjoy.




10 Tips for written communication–Misery or Joy?

Richard Denny Your Success Coach

Written communication has a long lasting effect because it can be read over and over again. It can reignite joy and bitterness. In my years of consultancy work, I have seen the written word cause more aggression, drama and strikes than any other means of communication. The written word, if there is any ambiguity, will always be read negatively.

You must write, not so you are understood, but so you cannot be misunderstood.

Although communicating by letter has decreased considerably in recent years, using email which of course also requires people to spell and use grammar correctly, has increased.

If you want to have real impact and show that you care, a letter or card can be the most powerful way of winning friends and influencing people. In the business world those who want an appointment with a decision maker should write a letter first and then follow up with a phone call.

So here are a few tips to help make your written word more effective:

  1. Firstly, attract attention with an attention getting word, phrase or line, for example ‘Here is some good news’. Always try to get something positive either on your subject matter or your first words that will illicit the response ‘I want to hear what you have to say’.
  2. Keep it short. More and more people are getting emails on their mobiles so long emails can be hard to read, try and stick to 2 or 3 paras and 2 to 3 sentences per para. This also applies to letters; short letters get read.
  3. Don’t criticise or be negative. This is the biggest cause of communication breakdown, aggression and stress. If this is necessary, speak don’t write.
  4. Read before sending. Never send an email or a letter without reading it all through before sending and ask yourself, if you got this how would you feel?
  5. Choose the right time. Never send an email or letter in response to anger or frustration caused by one you may have received without first giving yourself time. A great tip, don’t send an email overnight, draft it reread it and then send it the next day.
  6. Check spelling and grammar. This is so easy with spellcheck, as otherwise you will lose respect and trust.
  7. Use key words. There are certain key words that have great power when we read them, they will also generate pleasure in the reader. “you” “your” and “mine” the reader reads them as “I”, “me” and “my”.
  8. Look for the opportunity to send nice messages with positive content, something that shows you care. It’s interesting how Twitter is declining because it’s all about ME!
  9. Be careful with attachments. Again so much of our communication is on the mobile and it is more difficult to read attachments this way.
  10. Don’t ‘cc’. If there is not an essential need to know, don’t waste other people’s time by copying them.