Category Archives: Continuous Development

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

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

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

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

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

Posted in Being A Salesperson, Conducting Sales Visits, Continuous Development, demonstrating value, Differentiating Yourself and Your Offer, Justifying Your Price, What It Takes To Succeed | Tagged , , , , , , , , , , , , , , | Leave a comment

From Ignorance to Performing – How to Improve Your Skills

One of the things that separates successful people from the ‘also ran not-so-successful’ people is their determination and persistence to improve their skills. The model below illustrates 4 levels of skill; ignorance, awareness, acting and performing. There is forwards progression … Continue reading

Posted in Continuous Development, What It Takes To Succeed | Tagged , , , , , , , , , , , , , , , , , , , , , , | Leave a comment

Muhammad Ali’s Wisdom For Salespeople and Others Seeking Greatness

Until his retirement, the king of the television chat show in the UK was Michael Parkinson.  For the best part of 4 decades ‘Parky’ interviewed sports stars, celebrities from television and film and business people.  His shows were watched by … Continue reading

Posted in Being A Salesperson, Continuous Development, Effective Time Management, Motivation, What It Takes To Succeed | Tagged , , , , , , , , , , , , , , , , , , , , , , , , | Leave a comment

How You Can Increase Your Worth And Earnings Potential Without Spending Any More Time Working

In carrying out the work of an external sales person there is always an amount of travelling time that can be used to enhance our prospects of success.  For many salespeople this is often considered as dead time; getting from … Continue reading

Posted in Being A Salesperson, Continuous Development, Effective Time Management, What It Takes To Succeed | Tagged , , , , , , , , , , , , , , | Leave a comment