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James White

The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?

Featured Post

Understanding buyer hesitation

In today’s edition, we dive into why buyers often take longer than you expect to say yes. We’ll explore how big decisions trigger fear and hesitation, not disinterest, and why patience, empathy, and smart follow-up are your best tools to keep deals moving forward. Hello Reader, Imagine you’ve just found your dream house. The location is perfect. The garden is beautiful. It ticks all your boxes. Yet, even though you love it, you hesitate. You don’t say yes right away. Because… Buying a house...

In today’s edition, we explore the hidden driver behind why people say yes. It’s not always about price, features, or logic, it’s about fit. Using the story of buying shoes that just feel right, I’ll show you how to align your offer emotionally with your buyer, so you close more deals. Let’s dive in. Hello Reader, Have you ever tried on a pair of shoes that just felt right? I’m talking about those shoes that slip on easily, hug your feet perfectly, and somehow just click with you, even if...

In today’s edition, we explore why the KPIs you track can make or break your sales growth. I’ll share how my fitness tracker changed the way I think about KPIs, and break down the exact sales metrics that help you scale without getting lost in vanity numbers. Let’s get focused on what really matters. This week's suggested resource: Hit Your Target Metrics Hello Reader, I’ve been using a WHOOP fitness tracker for a while now. The key data I track is: how much sleep I’m getting, the strain from...

In today’s edition, we explore why real growth, whether in sales, in business, or in life… happens right outside your comfort zone. We’ll break down why comfort is dangerous in sales and exactly how to stretch into the spaces that spark real growth. This week's resource: Comfort to Discomfort – Sales is a Lifestyle Hello Reader, Not long ago, I started a challenge: The 1x10x100 challenge. The goals were to swim 1 mile, run 10 miles, and cycle 100 miles – all in 24 hours. There was no...

In today’s edition, we’re digging into sales confidence. Most people think confidence is something you either have or don’t. But here’s the truth: confidence is a skill. It’s built through preparation, practice, and proof. I’ll share a simple story that shows why confidence grows after the action, not before, and break down 3 practical ways you can start selling with more confidence today. Hello Reader, Think back to your first day at a new job. Remember that feeling?Uncertain. A little out...

In today’s edition, we’re talking about how to get more referrals, without asking, begging, or bribing people. The best referrals don’t come from pushy follow-up emails. They come from moments that stick. When you deliver a product or service that people genuinely love and remember, they want to tell others about you. Let’s break down how to build that kind of experience. Hello Reader, Have you ever read a book that you just couldn’t stop recommending?It sticks with you. You talk about it....

In today’s edition, we’re diving into what I call the hidden 10% - the subtle things most salespeople overlook that actually tip deals in your favour. It’s not always the product or its price; instead, it’s often the small things that count. Let’s unpack how you can use the Hidden 10% to win more sales, even if you’re not the cheapest. Hello Reader, Imagine dining at a table with a tablecloth… and dining at one without it. The tablecloth isn’t essential to the meal.But it changes the...

In today’s edition, we explore the signs that tell you it’s time to hire a salesperson. Many business owners wait too long, missing opportunities and choking growth. When you get the timing right, hiring a salesperson can free you up, drive the sales engine your business needs, and scale during the process. Let’s dive in… Hello Reader, Imagine trying to pour a beverage into a cup that’s already full.No matter how hard you try, it just spills over, wasted. When you’re handling sales yourself,...

In today’s edition, we explore when and how you should raise your prices. The best brands don’t apologise for premium prices. They show quality, position it correctly, and confidently invite buyers into that world. Let’s break down the signals that show you’re ready, and the right way to raise prices without losing trust. Hello Reader, Let’s talk about Rolls-Royce. They’ve never been in the business of selling cars. They sell quality, status, and luxury. And Rolls-Royce doesn’t tell you their...

Hello Reader, A while back, I booked a holiday with On The Beach. With that booking, I got lounge access promised at the airport.That was a big deal for me. I was sold on the lounge experience: calm space, free drinks, nice breakfast, and no crowded terminal. But a day before my flight…I was informed that I won’t have lounge access.On The Beach had promised something, and then they didn’t deliver. And while the rest of the holiday was fine, the trust was gone.That missing lounge changed how I...