INCREASE YOUR SALES & GROW YOUR BUSINESS

Learn the DNA of sales

Why working with me will improve your business


I specialise in sales training which includes conference speaking, coaching, mentoring and advising.

  • Improved Communication Image

    Improved Communication

    Sales is all about communication.
    In my 12 week transformation course,
    I will teach you how to become an effective and successful communicator.

  • Concrete Techniques Image

    Concrete Techniques

    Many sales training courses are based on intangible qualities. This course is different. Every technique is proven to work, everything is concrete.

  • Sales Success Image

    Sales Success

    If you follow the techniques detailed in my 12-week Sales Transformation Course, I guarantee that you will see an increase in your sales success.

This programme is right for you if you want to...

  • Become a successful salesperson
  • Know how to handle every sales conversation
  • Get more clients to buy from you & to recommend you
  • Increase your bottom line substantially

My 12-Week Sales Transformation Course

Increase your selling skills & improve your life!

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    Positive Mental Attitude

    In life and in sales there is only one guarantee; you will have to face rejection. That’s why, before you even consider how to s...

    Positive Mental Attitude

    In life and in sales there is only one guarantee; you will have to face rejection. That’s why, before you even consider how to sell to someone, you need to ensure that you have the right attitude above all else.

    “The Mind is everything. What you think you become” - Buddha

    The concept of a Positive Mental Attitude has been touched upon since humans first spoke about free will. The above Buddha quote illustrates how important understanding the mind has been in human development, and specifically the idea of mental positivity contributing to outward positivity in life.

    However it was only in 1937, with the publication of Think and Grow Rich that the concept was expanded concretely and its principles propounded by Napoleon Hill and later his protégé, insurance tycoon W. Clement Stone., with whom he co-authored Success Through a Positive Mental Attitude.

    Without a positive mental attitude you are doomed to fail, gaining a positive mental attitude is the first step towards becoming a truly successful salesperson.

    The only way to become truly successful at selling is by applying a Positive Mental Attitude to every sales situation alongside key selling techniques such as negotiating, framing and influence.

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    Negotiation

    In sales, negotiating isn’t about winning and losing. If you want to be a successful salesperson you will need to negotiate in a...

    Negotiation

    In sales, negotiating isn’t about winning and losing. If you want to be a successful salesperson you will need to negotiate in a way that makes everyone a winner.

    When you talk to a client, there will be predictable responses to the questions you ask. Knowing the predictable responses to questions you're going to ask is going to enable you to be a much more effective communicator.

    There are many different stages, rules and types of personality that you will have to be aware of in order to negotiate well. There are also multiple tactics that you can employ as part of your negotiation process. Knowing these skills and tactics will make you a really effective communicator.

    This will allow you to be more relaxed, feel comfortable in front of different kinds of personalities and take your negotiation skills to the next level. Once you have mastered negotiation, it will make you more effective at opening and closing a sale.

    On the 12-week Sales Transformation Course, David takes you through every aspect of effective Win Win Negotiating, and provides a selection of very effective negotiating tactics.

    Get in touch today

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    Influence

    Influencing others isn’t a matter of luck or natural talent, it’s a science and there are scientifically proven shortcuts we c...

    Influence

    Influencing others isn’t a matter of luck or natural talent, it’s a science and there are scientifically proven shortcuts we can use to sell more effectively to prospects by influencing their decisions.

    “People’s ability to understand the factors that affect their behavior is surprisingly poor,” - Dr. Robert Cialdini
    There are 7 key principles of influence, each of which is capable of encouraging others to agree with your point of view and take desired action. By learning these 7 principles, understanding how they work and why they are effective, you can begin to become much more influential and start to optimise the every interaction you have with a client.

    If you can understand these factors you can utilise them to influence others, and be aware of someone trying to use them to influence you. They will make you a far more competent influencer than you ever were and hugely improve your selling ability.

    The 7 principles of influence can be used alongside many selling techniques. They are particularly effective when used in conjunction with framing, NLP and pitching.

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    Questions are the Answer

    Selling is no longer about overwhelming someone with a barrage of facts, figures and personality. In fact, this approach is more l...

    Questions are the Answer

    Selling is no longer about overwhelming someone with a barrage of facts, figures and personality. In fact, this approach is more likely to put someone off buying from you than it is to encourage them.

    If, as a salesperson you try to tell someone what they need, it is very unlikely that they’ll listen to anything else you have to say. However, if you can get them to tell you that they need your product or service, they are considerably more likely to make a purchase. After all, it’s difficult to argue with yourself.

    The basic premise of this questioning technique is J Douglas Edwards’ ‘If I, the salesperson, say it, you the prospect, doubt it; but if you, the prospect, say it, it’s true!’ In other words, ‘If I say it, you doubt it, if you say it, it’s true!’

    To be successful in sales, you need to ask the right questions, and there are certain question forms you can use to increase the effectiveness of your questioning technique.

    In David’s 12-week sales transformation course, he goes through effective question forms you can utilise to sell more effectively in detail, and shows you how best to use them when opening, fact finding and pitching.

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    Fact Finding

    To ensure that you fact-find correctly, you will be need to follow a fact finding system and gather as much information as possibl...

    Fact Finding

    To ensure that you fact-find correctly, you will be need to follow a fact finding system and gather as much information as possible. Rapport is a key part of fact finding, you can start to gain rapport with your customer by utilising one or more of the influence principles. Paying a potential customer a compliment early on in the sale process is a good way to break the ice.

    There are 3 types of question you should use when fact finding.

    General Questions

    Specific Questions

    Need Enlargement Questions

    When used in the correct order these 3 question types can help you to avoid the client losing interest or getting frustrated with you, allowing the conversation to flow naturally. A good fact find will also allow you to build a unique set of buying criteria that no one else can meet. You will be able to learn the difference between what the client wants and what they truly need, and you’ll be capable of building your product or service into your client’s future.

    Many of the techniques taught in David’s 12-week Sales Transformation Course are very useful for completing a successful fact find exercise. By using the right questioning techniques, approaching a fact find with the right attitude and using negotiation tactics, you can ensure that every fact finding exercise you go through is thorough and effective.

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    Framing

    When we present our case to a client, there’s a way to present our case well and what we need to do is be in control of the fram...

    Framing

    When we present our case to a client, there’s a way to present our case well and what we need to do is be in control of the frame.

    Imagine for a moment, that you are looking through a window frame that you hold in your hands and as you move the frame around, the sounds and images you encounter are interpreted by your brain in way that are consistent with how you think, your intelligence, your values and your ethics. This is your point of view.
    Another person can look at the exact same frame, through his frame, and what they see may differ by a lot, the common label people give this is perspective.

    There are millions of people in the business world and each brings his own frame to every social encounter.

    When two or more people come together to communicate in a business setting, their frames collide when they they come into contact, but not in a cooperative or friendly way.

    Frames are extremely competitive, they’re rooted in survival instincts and each frame seeks to sustain dominance.

    When frames come together they don’t blend and they don’t intermingle. When they collide, the stronger frame absorbs the weaker. Only one frame will dominate after the exchange and the other frames will be subordinate to the winner.

    This is what happens below the surface of every business meeting you attend, every sales call you make and every personal business communication you have. The moment your frame makes contact with the frame of the person you are calling on, or the person you’re meeting with, they clash, battle and grapple for dominance.

    If your frame wins, you will enjoy frame control. Where your ideas are accepted, and followed by others. But, if your frame loses, you will be at the mercy of the other person, your customer, whoever you’re trying to do a deal with and your success will then only depend on their charity. You will not have frame control.

    Understanding how to harness and apply the power of frames is the most important thing you will ever learn.

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    Neurolinguistic Programming

    People respond to their experience, not to ‘reality’ itself, and every behaviour has a positive intention. The REAL learning i...

    Neurolinguistic Programming

    People respond to their experience, not to ‘reality’ itself, and every behaviour has a positive intention. The REAL learning is in the doing.

    The Pillars of NLP

    1. You - your emotional state & level of skill. Congruence of beliefs/values and actions
    2. The presuppositions of NLP - see the 13 below
    3. Rapport - the quality of relationship. Essential to good communication - over time becomes trust
    4. Outcome - Knowing What You Want - ALWAYS purposeful & goal seeking. Tasks achieve outcomes
    • Know your present situation
    • Know your desired situation
    • Plan your strategy to achieve
    1.   Feedback - how you will know you are getting what you want? Use your senses.
    2.   Flexibility - If what you are doing isn’t getting desired result, then change your approach

    The presuppositions of NLP

    1. People respond to their experience, not to ‘reality’ itself
    2. Having a choice is better than having no choice
    3. People make the best choice they can at a given moment
    4. People ‘work’ perfectly (machine not the problem - just the map)
    5. All actions have a purpose - even if we are not aware of it
    6. Every behaviour has a positive intention
    7. The unconscious mind balances the conscious - it is not malicious
    8. Meaning of communication is the actual result not just intended result
    9. We already have all the resources we need, or we can create them - its a state of mind
    10. Mind & body form a system. Our thoughts affect our bodies/actions & vice versa
    11. We process all information through our senses - develop you senses to get better info
    12. Modelling successful performance leads to (repeatable) excellence. Not cloning, just learning.
    13. if you want to understand, act.  The REAL learning is in the doing.

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    Opening

    Unless you open a sales conversation in the right way, you have zero chance of closing it, because you’ll never find out what yo...

    Opening

    Unless you open a sales conversation in the right way, you have zero chance of closing it, because you’ll never find out what your client truly needs, and you’ll be trying to put the cart before the horse.

    To be successful in sales you need to know your client, you need to be able to discover what is really going on in their life, these 3 really simple techniques make it very easy for you to know your client.

    Let me share with you what the magic ingredients of a great salesperson are.

    Most people think that the 3 key characteristics of great salespeople are that they’re outgoing, social and talkative.

    Wrong.

    I always look for the 3 i’s, an intelligent, interested introvert.

    Because an outgoing, social and talkative salesperson only tells the customer what they know, whereas an intelligent, interested introvert shows the customer how much they care.

    Intelligent, interested introverts get to know their customer first, and to be super-effective at this they utilise these 3 great techniques.

    The 3d’s, The Broad Concept and the Questioning Funnel.

    The 3d’s are discovery, design and delivery. The process you use when you are doing the 3d’s is called the broad concept, and the broad concept is based on 4 simple questions.

    Where are you right now?

    Where do you want to be in the future?

    What are the various ways to get there?

    What is the best way right now?

    If you use the 3d’s and broad concept steps in the right order, they are excellent questioning tools. But if you use them out of order, they can be perilous.

    For example: There was a famous football player named Paul Gascoigne who played for Newcastle United and had agreed to move to Manchester United, he was practically ready to sign. However, Tottenham Hotspur did a better discovery exercise than Manchester United and asked, “is there anything else we can do to persuade you to join us?” And by asking the right questions in the right order, they found that he’d be willing to join if the club bought his parents a house. So Tottenham bought his parents a house and Gazza went to play for them instead. Now, if Man U had asked the right questions in the right order:

    Where are you right now?

    Where do you want to be in the future?

    What are the various ways to get there?

    What is the best way right now?

    They would have found out that he wanted his parents to move with him to his new club, and could have done something about it, and because they didn’t, they lost out on signing one of the most sought after players in England.

    Paul Gascoigne chose to join Spurs because they did a proper discovery exercise and found out what he really wanted.

    When using the broad concept and the 3d’s to make a discovery, you need to ensure that you ask the right kinds of questions at the right time, and to do this we use the questioning funnel.

    The first questions you always ask a client are general questions such as: “I understand that you’re interested in making some investments, what have you done so far?”

    And you ask these questions until you feel that you’ve got enough information to to start asking specific questions: “Are you looking for funds that are medium to high risk or low to medium risk?”

    And only once you’ve presupposed that the client is going to own a product or service, would you then use need enlargement questions. Regarding investments you could ask: “How often do you want me to update you about your investment portfolio?”

    Obviously if you asked these questions in the wrong order, it’s just not going to work.

    If you went to a car dealership and the first thing they asked you was “Would you like us to service your car or are you happy to take it to an independent garage?” You’d probably think that they were crazy. You’ve not even said that you want one of their cars yet, it’s a ridiculous question to ask.

    However, if you utilise these 3 techniques properly, you can ensure that you ask the right questions in the right order and get to know your clients.
    Get in touch today

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    Pitching

    If you don’t present your case in the best possible light, you’ll be left in the dark. Pitching is not just highlighting the f...

    Pitching

    If you don’t present your case in the best possible light, you’ll be left in the dark. Pitching is not just highlighting the features benefits & advantages to your client. You need to stop telling and start selling.

    One of the ways to do this is by using the STRONG pitch technique.

    STRONG stands for:

    Set the frame

    Tell the story

    Reveal the intrigue

    Offer the prize

    Nail the hook point

    Get the deal

    If you follow this structure for your pitch, you will become a lot more effective at selling.

     

    First you need to set the frame for your client, and tell them from what perspective they should be thinking.

    Then you need to tell the story that backs up the perspective that you’re talking about.

    Once you have done this, you need to reveal something intriguing about your product or service that the client never knew.

    Then you need to offer the prize. This is something that no other product or service can offer.

    Once you have gone through the first 4 steps of a STRONG pitch you will need to nail the hook point. Make the client aware that you are not sure how long this offer will be available for. Encourage them to commit now.

    Once you have completed steps 1-5 of the STRONG pitch you can begin to get the deal by using a closing technique.
    Get in touch today

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    Memory

    If you Improve your memory, you can anchor events to your clients' values. This allows you to become a much more effective salespe...

    Memory

    If you Improve your memory, you can anchor events to your clients' values. This allows you to become a much more effective salesperson. There are multiple techniques for improving memory.

     

    Mind Mapping

    The 7 Steps of Making a Mind Map

    1. Use a blank piece of paper positioned in a landscape orientation.
    2. Find an image that depicts your central idea and place it in the centre of the page.
    3. Use a multitude of colours.
    4. Create main branches that link to the central image. Use offshoots from these branches for more detail information.
    5. Ensure that every branch is curved rather than straight, this prevents your brain from becoming bored.
    6. Use a single keyword per line, do not use fine details.
    7. Use an image for each of your main branches and throughout the mind map, it helps to make your brain will recall more.

    Get in touch today

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    Socrates

    This statement by Socrates is the foundation of all sales: ‘If I ask a prospect a question, or a series of questions to which th...

    Socrates

    This statement by Socrates is the foundation of all sales: ‘If I ask a prospect a question, or a series of questions to which they’ll readily agree, and then ask a concluding question, based on those agreements, I will receive a desirable response.’

    To use the socratic technique effectively, you need to turn statements of fact into questions. This encourages your client to agree with you, and the more they agree, the more likely they are to close.

    This is not the same as creating a ‘yes ladder’. If you just get a prospect to say yes to every question you ask, they will be aware of what you are doing, and are likely to resent you for trying to get them to say yes.

    You need to get agreements from your prospect to ensure that you both agree on every aspect of the sales conversation.

    Sales is about understanding your prospect. The more you understand them and the more you get them to agree that you understand them, the more likely it is that you will be able to produce a solution for them that no one else can.

    Once you get a prospect to agree that the solution you have provided for them is the best solution available, it will be very hard for them to disagree with any statement that you make. This will make your sales conversations much more effective, and will prevent your prospects from becoming annoyed.

    Get in touch today

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    Closing

    The two most common faults people have when trying to close are: 1. Many salespeople haven’t earned the right to close and there...

    Closing

    The two most common faults people have when trying to close are: 1. Many salespeople haven’t earned the right to close and therefore try to close too quickly. 2. Some salespeople even after doing a great sales presentation, fail to ask the client to sign the order. Neither of these closing practices work.

    Closing doesn’t have to be difficult, by using the following technique you can make closing a sale so much easier.

    I call it the 1 to 10 close.

    This technique allows you to get the client to close themselves. Afterall, it’s always nice if you can get a client to close the sale for you.

    This is how it works. First you summarise what you know about the client and what they want by asking them a summary question. For example:

    “We talked about X. You want to do this, because you want to Y rather Z. Yes?

    You get them to agree that you’re both on the same page.

    Then you ask:

    ‘Based on that, where are you right now on a scale of 1 to 10? 10 being, I’m absolutely ready to do this, 1 being, I don’t even know what I’m going to do, I’m still in the dark’?

    Ultimately, you want these people to self close, and by asking this question you help them to do it.

    Typically you will be given a number between 6 & 8, but, in reality, you’re not interested in the number they give at all.

    Whatever number you are given you always ask the same question, ‘fantastic, why didn’t you pick a lower number?’

    Your client will then begin to tell you all the reasons why they picked that number and they’ll say if there’s anything outstanding.

    Every time that they give you a reason that they chose that number they’ll start walking towards you, they’ll start closing themselves.

    If there is anything that you missed, they’ll tell you what it is. They’ll start giving you ways to ensure that they close.

    The more your client justifies the number they picked, the closer they will get to closing and ,when they do close, they’ll be happy that they did.

    Get in touch today

Meet the team

David Thomson

CEO

With over 25 years’ experience, David has studied sales, lived sales, and breathed sales. As a CEO of several highly successful sales businesses in various fields, from mortgages and estate agencies to insurance and legal services, David now specialises in sales training and has developed a completely unique 12-week sales transformation course.

Meet the team

David Thomson

CEO

With over 25 years’ experience, David has studied sales, lived sales, and breathed sales. As a CEO of several highly successful sales businesses in various fields, from mortgages and estate agencies to insurance and legal services, David now specialises in sales training and has developed a completely unique 12-week sales transformation course.

Maria Fox

Head of Operations

Maria is an experienced operations and personnel manager, with over a decade in education services, she now works at davidthomson.com determining the needs of the organisation and implementing strategic action within the training branch.

Meet the team

Maria Fox

Head of Operations

Maria is an experienced operations and personnel manager, with over a decade in education services, she now works at davidthomson.com determining the needs of the organisation and implementing strategic action within the training branch.

Phil Stokes

CTO

Having spent over 30 years designing and developing bespoke software solutions for top distribution, pharmaceutical, financial and manufacturing companies to increase their growth, scale and efficiency, Phil’s software development experience is immeasurable. Since joining Hannah, Phil has implemented multiple software solutions and greatly improved efficiency throughout the company.

Meet the team

Phil Stokes

CTO

Having spent over 30 years designing and developing bespoke software solutions for top distribution, pharmaceutical, financial and manufacturing companies to increase their growth, scale and efficiency, Phil’s software development experience is immeasurable. Since joining Hannah, Phil has implemented multiple software solutions and greatly improved efficiency throughout the company.

Elliott Hannant

CFO

Elliott is a chartered certified accountant, top 20 audit firm in London, wide range of expertise- joined in feb 2016 - from a european film fund where he was financial controller - strives for continued systemisation improvement and drives the maximisation of the available resources of the company.

Meet the team

Elliott Hannant

CFO

Elliott is a chartered certified accountant, top 20 audit firm in London, wide range of expertise- joined in feb 2016 - from a european film fund where he was financial controller - strives for continued systemisation improvement and drives the maximisation of the available resources of the company.

Andrew Normington

CQO

Andy has over 20 yrs leadership and management experience across a range of industries and in recent years has designed, developed and implemented customer relationship and quality assurance management processes for some of the UK's major financial services companies. 

Specialising in matching customer need and expectation to performance and quality linked workforce development, reward and remuneration structures, he'll help your business identify opportunities for marginal gains and tailor a bespoke solution to drive customer excellence, revenue and profits.

Meet the team

Andrew Normington

CQO

Andy has over 20 yrs leadership and management experience across a range of industries and in recent years has designed, developed and implemented customer relationship and quality assurance management processes for some of the UK's major financial services companies. 

Specialising in matching customer need and expectation ...

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Nick Geary

Head of Marketing

With years of experience in the marketing sector backed up by a degree in creative advertising, Nick is constantly looking for new and inventive ways to improve the marketing efforts of the companies he works with. Specialising in copywriting, online marketing, design and marketing strategy, Nick creates all marketing content for hannah.co.uk, and implements the creative strategy for David’s 12-week sales transformation course and davidthomson.com.

Meet the team

Nick Geary

Head of Marketing

With years of experience in the marketing sector backed up by a degree in creative advertising, Nick is constantly looking for new and inventive ways to improve the marketing efforts of the companies he works with. Specialising in copywriting, online marketing, design and marketing strategy, Nick creates all marketing content for hannah.co.uk, and implements the creative strategy for David’s 12-...

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REAL PEOPLE REAL RESULTS

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Oliver Bell

Oliver Bell

Oliver had never tried to sell products for the company he worked at before. This is what happened once he’d met David

“After just 3 months of guidance and monitoring from David I decided to really put what I had learnt to the test. With no previous experience and very little knowledge of the products my company sold B2C, I decided to hit the phones and join our sales team seeing if I could use my skills and some of the techniques and shortcuts David taught me in a new setting. I outsold the entire sales team in a day!”

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Doctor Voice

Doctor Voice

You can't get what David has to offer anywhere else!

Doctor Voice has helped many people, including David, with public speaking and singing, and has even worked with Sam Smith and the Voice winner Jermain Jackman. As an artist, he never considered how his sales success could skyrocket until he met David.

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Laura Ash

Laura Ash

Laura is a personal trainer who thought that ‘sales’ was a dirty word until she met David.

“David has helped me to understand that the word “sales” is not a dirty word at all.
With David’s advice and coaching, he has helped me to be able to close 4-5 figure deals within my business, which has meant that I have been able to actually be more attentive to my clients as I can take LESS and give MORE to them.”