Category Archives: Differentiating Yourself and Your Offer

“The Company That Does Not Obsolete Its Own Products Runs The Risk of Becoming Extinct Itself”

A client of mine was telling me how his customers are always trying to commoditise what he does.  Whilst his company spends time, money and effort developing solutions to their problems and they start to do repeat business, he told … Continue reading

Posted in Differentiating Yourself and Your Offer, Justifying Your Price | Tagged , , , , , , , , | Leave a comment

There’s No Such Thing As Real Value … It’s All Perceived

There’s no such thing as real value … it’s all perceived.  It’s true … and I’ll prove it with an example. Story Version A: A man and his wife decide to sell their family home in Liverpool that they’ve lived … Continue reading

Posted in Differentiating Yourself and Your Offer, Justifying Your Price, Selling Parables | Tagged , , , , , , , , , , | Leave a comment

Do You See An Opportunity For What It Really Is?

Success in selling often comes down to how observant you are as an individual.  Do you see what is in front of you or rather what you think is in front of you?  Let me explain why this is important. … Continue reading

Posted in Being A Salesperson, Conducting Sales Visits, Differentiating Yourself and Your Offer, Questioning Skills, Stories From The Road, What It Takes To Succeed | Tagged , , , , , , , , , , | Leave a comment

Hey Good Looking … Fancy a Sale?!?

Here’s a controversial start to a blog post for you … the better you look, the more sales you’ll make! Politically correct or not … in my experience it’s true.  It all boils down to human nature; we prefer to … Continue reading

Posted in Being A Salesperson, Differentiating Yourself and Your Offer, What It Takes To Succeed | Tagged , , , , , , , , , , , | Leave a comment

The Issue With Budget Quotes and Why Most Salespeople Are Only Fooling Themselves by Issuing Them!

I was recently working with a capital equipment company whose salesperson had told them they had lost an order against a lesser quality competitor as the company’s quote had been “too expensive” and “too long a delivery”. On looking into … Continue reading

Posted in Differentiating Yourself and Your Offer, Justifying Your Price, Proposals That Sell | Tagged , , , , , , , , , , , , , , , , , , | Leave a comment

Virtual Reality – The Art of Pitching and Presenting So Your customer Gets It

I’ve just been reading an article about Microsoft’s HoloLens hologram headset technology that permits users to see virtual reality and I found myself thinking about how many salespeople could do with something similar to help them present and demonstrate their … Continue reading

Posted in Being A Salesperson, Building Rapport, Conducting Sales Visits, Differentiating Yourself and Your Offer | Tagged , , , , , , , , , , , | Leave a comment

Would You Like Fries With That?

We can spend enormous amounts of time selling something to somebody and leave money on the table by not cross-selling an applicable add-on. If you find you are guilty of the then need to take a leaf out of the … Continue reading

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