Monthly Archives: April 2016

You Can Lead A Horse To Water … But You Can’t Make It Drink … Can You?

Sometimes you just hear stories that perfectly sum a situation up. One such story for me is the one involving Charlie, a behind target salesperson and his boss at Charlie’s annual review.  Discussing how the last twelve months have gone … Continue reading

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I Want To Be Like Mike

One of the experiences that always sticks in my mind from being a younger, impressionable salesperson was the first time I accompanied the most successful salesperson in the company I had recently joined. Mike had worked there for more than … Continue reading

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“That’s Not Your Job – You Can’t Just Come Here And Sell Something!”

A number of years ago I was working in a company where I had developed a speciality role selling equipment into the aero engine component refurbishment industry. As such I would travel the length and breadth of the UK whenever … Continue reading

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If Your Salespeople Are Driving 50,000 Miles Per Year They’re Not Working Hard Enough!

Some time ago I attended a networking event for salespeople and overheard a Sales Director discussing his new company car. So often a key benefit for an employed salesperson the company car says a lot about them; how important they … Continue reading

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Why Won’t They Sell Me That Aston Martin For £30k?

I’ve always liked Aston Martins. The ultimate symbol of British automotive style, the car premiership footballers drive … the car synonymous with James Bond.  I’d love one.  The only trouble is they cost way more than I can afford.   … Continue reading

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Did You Sell It … Or Did They Buy It?

In the years I have worked with salespeople, researching them and interviewing them I have come to understand that sadly, too many salespeople are deluded. Having won an order they convince themselves they sold something when actually, the truth is … Continue reading

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