Category Archives: Stories From The Road

How to Ensure ‘Beginning With The End In Mind’ Works For You, Not Against You

One of Stephen Covey’s 7 Habits Of Highly Effective People is: Begin with the end in mind. In other words, do things in a way that will give you the best opportunity of achieving your desired outcome. And whilst Covey … Continue reading

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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

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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

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This Must Be The Strangest Job In The World!

Over the years you get to see, hear and experience all sorts on the road. One particular thing that I’ve become used to is graffiti written on dirty cars, vans and trucks I’ve been sat behind in traffic jams heading … Continue reading

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“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

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How Dress Down Day Worked For Me

I had been working on breaking into a major competition account and had visited them a number of times when they introduced ‘dress down Fridays’.  This involved the usual formal attire of business suits and ties making way for smart … Continue reading

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Whatever It Takes To Succeed!

I’m a competitive person.  I love winning and so I suppose a career in selling is something that befits my D.N.A. Don’t get me wrong though, I can take losing so long as I lose to someone better than me … Continue reading

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