Category Archives: Selling Parables

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

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Nobody Wears Shoes Here!

A shoe manufacturer finds itself with sales having plateaued.  Despite their best efforts there is no growth to be found in their existing markets.  So looking to kickstart growth the Sales Director decides they have to look at new markets.  … Continue reading

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Wow … That Is A Beautiful Potato; It Must Be Worth A Fortune! The Importance Of Plan B

How are you getting the message across that your product/service has real value for your prospects and customers alike? Do you struggle to do this, especially in a world where technical advantages can be eroded in next to no time? … Continue reading

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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

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Snow Shovels

One day there was heavy snowfall in an area and a man realises his drive will be blocked and inaccessible for his car.  He remembers seeing snow shovels being sold at a store local to him and when he gets … Continue reading

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You Can Lead A Horse To Water … But You Can’t Make It Drink … Can You?

Sometimes you just hear stories that perfectly sum a situation up. One such story for me is the one involving Charlie, a behind target salesperson and his boss at Charlie’s annual review.  Discussing how the last twelve months have gone … Continue reading

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