Category Archives: presenting

„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

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

How To Re-engage A Key Decision Influencer Who’s Gone Cold In Your Sales Presentation

I was speaking with one of my clients’ salespeople today about a project they’re working on. A final presentation/meeting had taken place and the salesperson was telling me he was confident it would be moving on to the order, yet … Continue reading

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