Monthly Archives: March 2018

How to Ensure ‘Beginning With The End In Mind’ Works For You, Not Against You

One of Stephen Covey’s 7 Habits Of Highly Effective People is: Begin with the end in mind. In other words, do things in a way that will give you the best opportunity of achieving your desired outcome. And whilst Covey … Continue reading

Posted in Being A Salesperson, Conducting Sales Visits, goal setting, Justifying Your Price, Negotiating, Stories From The Road, What It Takes To Succeed | Tagged , , , , , , , , , , , , , , | Leave a comment

How Too Much Product Knowledge Can Cost You Sales

I was asked to help a salesperson who was struggling to meet his targets; I’ll call him Terry. In investigating him, I could see that his activity levels were good, the mix of new business prospecting and existing customer development … Continue reading

Posted in Being A Salesperson, closing, Continuous Development, Stories From The Road | Tagged , , , , , , , , , , | Leave a comment