What They Don’t Tell You About Sales – The Missing Link

Have you ever come across that one great salesperson?

You know the one.

They have great energy, they hit every target, they create great deals, and they just make sales look easy. Yes, I am sure I am describing someone you have on your team or someone you may have worked with in the past; and no, I don’t mean the cheeky, brash one either!

So what is their secret?

Hold that thought – I want to come back to this.

Systems & Processes – What We Know

I know that there are several well-known and easy to recognise sales processes and systems around. Maybe you have been trained in some of these methods yourself, or heard other people talk about them – SPIN, Challenger, Sandler, Miller Heiman to name but a few.

All have positioned themselves as being great in certain selling situations from complex sales to basic formulas to take a customer through the buyer’s journey. Interestingly, most of them were created in the 1960s, 1970s and 1980s with The Challenger Sales process being launched a bit more recently.

It’s incredible that these processes are still in use and talked about today, yet the world was so very different when they were launched – even the Challenger model is 8 years old now. A lot has happened!

Transactional selling – The future landscape

You may think I’m about to launch into why none of these methods work and why you shouldn’t use them, however, I hope you will think that what I am going to share next is rather more interesting than that!

You see, businesses need systems, frameworks, processes, and order – or whatever words you prefer to use. Without any of these in place, we can get lost, be less productive, make mistakes, and when making strategy, we won’t be truly working in alignment if we don’t have this order in place.

Every business should be consistently delivering the same message throughout every element of their business, especially their people.

Most businesses will have chosen a sales process they like and then stick to it. For me, this is the transactional element of sales and the bit that is trusted, hopefully, brings results and is constant in the selling journey. 

But what if…

You could get better results than you currently achieve
You could add a powerful element that will help you stand out from the crowd
You could still have all your systems, frameworks, and processes, but be unique and exceptional

All of the above would mean improvement not only in your revenue but also in your brand positioning, your customer experience and your reputation.

Are you feeling excited yet?

I hope so, because what I am about to tell you has the potential to change the future landscape of sales.

The missing link

Having over 30 plus years of sales experience and training (some of which included the methods mentioned above), I always felt that there was an element missing.

When I created ‘Live it Love it Sell it’ I discovered exactly what that missing link was because I traced back what I had done during all of these years to hit every target, and overachieve consistently in sales. Regardless of the training I had received.

The missing link was ‘ME’ – yep! Uniquely me. I naturally created great conversations, used emotional intelligence and built strong relationships. There were systems and processes in place, but it was never the overriding factor in my successful sales deals – the emotional connection was intuitive and came easily to me.

For some people, this won’t feel so easy at first, but this ‘missing link’ can be taught to anyone and is an integral part of my training so that teams learn to understand how to weave ‘emotional magic’ into their transactional processes.

You see, every one of us have these innate skills, they just need re-igniting, and when the awareness is created around our natural abilities, we then become unique salespeople who are consistent to our business brand.

How truly wonderful is that? 

This is special and should be taken seriously by your business because the sales landscape is getting even more exciting than ever before. For example, as we move into the future, we are seeing incredible developments around AI. These advances may feel scary but realistically will shake up the existing transactional frameworks. With emotional education added to the mix, plus the insights that AI give us, for the next 5-10 years at least, businesses who combine all three will have a massive advantage.

The emotional glue™

Live it Love it Sell it is the ‘emotional glue’™ that brings everything together for your sales force. I work with you to weave the magic of human connection into the sales process you already have. I honestly believe this is the best work I’ve ever done and is a game-changer.

Don’t be left behind just sticking to what you think are ‘safe’ transactional processes that you’ve trusted up to now – understand that it’s the ‘emotional glue’™ that will actually become your real future USP – because your USP is your people – they are unique and special.

In fact, we have already moved from USP (coined in the 1940s to determine how you are different from the competition) to UVP – Unique Value Proposition. Today we can strive to have a UHP – Unique Human Proposition™, and that’s what I will create with you in your business through Live it Love it Sell it.

So I’d like to leave you with this – let’s go back to the question that I asked at the very beginning of this article.

Have you ever come across that one great salesperson?

They have great energy, they hit every target, they create great deals, and they just make sales look easy.

So what is their secret?

They understand the ‘emotional glue’™ that brings everything together, and that is what makes them unique.

My corporate sales program allows me to work within your business as part of your business for at least 6 months because it’s the only way to Live it Love it and Sell it.  If you want to be part of the exciting future sales landscape, we are now on the verge of entering, then let’s have a human conversation, or as I like to say a good chat over a ‘virtual cuppa’!

Here’s to putting HUMANITY back into selling!

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Connect with me today if you’d like to learn more


© 2019 – Jules White Live it Love it Sellit

August – curse of the year, or is it?

Some of you may know that I have worked in many different sectors throughout my sales career – banking, stainless steel, advertising, digital marketing, retail, incentives, hospitality, venues, exhibitions, and more. I would say that 95% of the roles I had saw August as the quiet time of the year, the month of doom! The time when people went on holiday, when everyone shuts down, and when people just weren’t very interested in doing business. 

The smart businesses make a contingency plan for those quieter months but even with great planning it can still feel like it’s the month we dread in business. So I thought what can I do to brighten everyone’s month this August, and I came up with a few thoughts for you. 

Instead of seeing this as a quiet time when we feel a little lost or we don’t feel like we can generate any business, here’s how we can turn August into a very smart month and a great use of our time. Have a look at my August Inspirations:-


I know some people have different year ends in the business accounting sense – my financial year actually ends in August and starts in September so this fits in well for me – but there is no doubt psychologically we work from Jan to December, so 1st August still leaves us with almost half a year left. If you don’t look at your strategy on a regular basis then this is a great month to do so. Not only do you possibly have some more time to do it and a clearer mind, but you have a whole 7 months of data from the current year to look at and see how everything has been working. Review what has worked well and make a point of thinking about who you need to reconnect with.  What is your strategy currently and is it working? How can you add value to it and what needs to stop and what can you start? You will feel really motivated when you have done this – a similar feeling you get from a spring clean, only it’s your summer clean.


I’m not sure how much you invest in yourself but we all deserve to do that and in turn it means we are always improving.  Never stand still.  August is a great month to dedicate some time to learn and to grow, so look at how you can invest in yourself and of course the knock on effect is that your clients will benefit too from your expanding knowledge. Read books, listen to podcasts, invest in coaching, and attend events. Every one of these actions will add value for you and for your clients, so don’t miss any chances to learn in our lovely month of August.


As I have said August is generally a quieter month but that also means that you may find that the clients who aren’t on holiday are also in a quieter spell too!  What a great opportunity to have more relaxed conversations with them because they have got time to chat and in turn you have time to build stronger and greater relationships.  I always think the August chats and coffee meet ups are a great time to really step into the world of your client and get to know what their current challenges are, and what they really need as your ideal audience. Seek out the people who aren’t on holiday and help them to fill up their diary with meet ups and maybe even invite them to come to events that you are going to attend. This is a great way to spend some quality time with them, away from the office environment.


I love it when I have time to actually write and share great content, but there are not many of the months when I have the luxury, so often I steal time in the early morning, evenings and weekends. However, August is a time where I can have the luxury of being able to write. Whether it’s blogs, talks, content for my website or even new modules for my sales training, all of this is not time wasted because this is ultimately content I will share. Writing is a great way to show your authority on your subject and you will also continue to be visible throughout the quieter times. The secret is don’t disappear during August – keep showing up! Get visible as I say in the ‘Sell it’ part of my book ‘Live it Love it Sell it’, and always come from a place of giving expecting nothing in return, and that is what you gain from writing.

Now it will be no surprise to you all that those few little drops of August Inspiration spell out the word SLOW! I know, clever eh! And for many of us it sums up how August feels, but it doesn’t have to be that way. It can be a month of strategy, learning, opportunities and writing, and I for one feel quite excited about the possibilities that our lovely month of August brings. 

So GO SLOW now!

Happy August

If you are interested in my August Inspirational 90 min breakthrough sessions which will help with all of the above, then why not either book a virtual cuppa to discuss 



Just do it and book your session at the amazing special August deal of £149 for 90 minutes with a real Dragon Slayer, instead of the normal £199