Category Archives: Differentiating Yourself and Your Offer

How Offering Good Customer Service Cost Me A Sale … and Why I Won’t Be Doing It Again!

There’s an old saying that says, “The road to disaster is often paved with good intent”, and in the case of sales and customer service I have experienced a number of occasions when I, colleagues and clients have come unstuck; … Continue reading

Posted in Being A Salesperson, Conducting Sales Visits, Customer Service, Differentiating Yourself and Your Offer, Stories From The Road | Tagged , , , , , , , , , , , , , | Leave a comment

“How Do You Know You’ve Been Successful?”

Sitting with a group of senior managers of a new prospective client I was asked how I knew I had been successful in training a sales team. I acknowledged it was an interesting question and asked what type of answer … Continue reading

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

“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