Category Archives: Being A Salesperson

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

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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

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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

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“If you you’re so interested in doing business with me, why do you insist on talking about yourself?”

There’s an adage in selling that says, “People are interested in people who are interested in them”. And so it is with prospects; it’s a basic of selling.

Many salespeople seem to forget this though and spend the first period of a sales conversation with a prospect talking about themselves, their company and their product/service. In some cases they mistakenly believe that is what salespeople should do; in others it is because they don’t feel it is right to ask for someone’s time and then to go and ask questions. The truth is that only poor salespeople go and do all of the talking, whereas by asking questions of the prospect they would be engaging in that basic of selling, as questions show that we’re interested. Continue reading

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Congratulations On Spotting You Were Up Against Competition; What Took You So Long To Realise It Though?

There’s a well touted statistic that says approximately 65% of salespeople don’t differentiate their product/service from their competitors. That’s quite astonishing really when we consider that today with information so freely available, pretty much anybody can compete with you on … Continue reading

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

The Only 2 Questions You Need to Answer to be More Successful at Anything

Whatever you do, if you want to be more successful there are 2 important questions to ask yourself. They immediately help us focus our efforts and energy as well as encouraging us to keep on improving. The 2 questions are: … Continue reading

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27 Reasons Why Your Prospects Don’t Buy From You

Sometimes in sales things don’t go as we want them to. Having spent time and effort discussing your product/service with your prospect you can find yourself not winning their business. Spending time evaluating these situations and learning from them can … Continue reading

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