Author Archives: Trentham Whitmore

About Trentham Whitmore

Salesperson, trainer, author, speaker, student and forever curious about what makes top performing salespeople so much more successful than their contempories.

How To Explain To Your Prospects Why They Can’t Pay A Little And Get A Lot!

Many salespeople can struggle with handling the price objection.  Often, it is because they don’t know enough about their product/service and how it compares to that being sold against them by their ‘competitors’.  Where there is a difference in price … Continue reading

Posted in Being A Salesperson, demonstrating value, Differentiating Yourself and Your Offer, Justifying Your Price, Motivation, Selling Parables, What It Takes To Succeed | Tagged , , , , , , , , , , , , | Leave a comment

“How’s Harry … And Is He Still Driving Around With That Rabbit In The Back Seat Of His Car?”

One of the golden rules of selling is that people buy people first.  We need to connect with our customers.  The majority of us do it by finding common interests; sports, music, hobbies or being from a certain local area … Continue reading

Posted in Building Rapport, Differentiating Yourself and Your Offer, Selling Parables, Stories From The Road | Tagged , , , , , , , , , , | Leave a comment

„There is Always Something Beautiful About Every Signora“

As a young man I travelled around Europe for a number of years.  Each place I stayed I found work doing whatever I could to pay my bills and, on this basis I found myself selling leather goods to tourists … Continue reading

Posted in Being A Salesperson, Building Rapport, presenting, Prospecting, Selling Parables, Stories From The Road | Tagged , , , , , , , , , , , , , , , , , , , , | Leave a comment

Why It’s Critical to Celebrate Your Successes and Forget Your Losses – The Power of ‘Anchors’

When a colleague of mine won his biggest order to date, I asked what he was going to do to celebrate.  “Nothing,” he said, “I’m renovating my house and I’ll put the commission towards that.”  Too many salespeople do the … Continue reading

Posted in Being A Salesperson, goal setting, Motivation, What It Takes To Succeed | Tagged , , , , , , , , , , , , | Leave a comment

How Not to Prospect for New Business!

Sometimes people in selling roles do the most incredible things.  You only have to watch any episode of The Apprentice where ideas/products/services are being pitched and within a couple of minutes maximum you’re subjected to toe-curling cringe-worthy errors and ‘must … Continue reading

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Stick or Twist?

Anyone who has a deck of cards has at some time or other played Twist (also known as 21).  In the game you are dealt two cards, add their totals and decide to ‘stick’ with what you’ve got or to … Continue reading

Posted in Being A Salesperson, closing, Continuous Development, Questioning Skills, What It Takes To Succeed | Tagged , , , , , , , , , , , , , , , , | Leave a comment