Category Archives: Stories From The Road

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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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

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The Feedback I Wasn’t Quite Expecting

I always like to know when I have won an order why the customer chose me and my company and not another. Over the years I have developed a good understanding of what will be the deciding factor for the … Continue reading

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I Want To Be Like Mike

One of the experiences that always sticks in my mind from being a younger, impressionable salesperson was the first time I accompanied the most successful salesperson in the company I had recently joined. Mike had worked there for more than … Continue reading

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“That’s Not Your Job – You Can’t Just Come Here And Sell Something!”

A number of years ago I was working in a company where I had developed a speciality role selling equipment into the aero engine component refurbishment industry. As such I would travel the length and breadth of the UK whenever … Continue reading

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Dealing With Tough Times – Suck It Up And Just Do It (… Or Take A Trip To The Highlands!)

For all of us selling there will be times when we find ourselves in difficult situations; whether it be a customer who is threatening to take their business elsewhere unless we reduce our prices (and yet we’ll have served them … Continue reading

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