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:

houseA man and his wife decide to sell their family home in Liverpool that they’ve lived in for the last 70 years.  The woman was born there and when her parents grew older she loved it so much that she convinced her husband that they should take it over.  They had spent many happy years there and had accumulated (as well do) lots of things, a number of which were stored in the attic.

Whilst they were cleaning it out they discovered a couple of old acoustic guitars, covered in dust and in need of a bit of t.l.c.  She remembered her brother playing with them with his friends and the fun they had with the guitars.  In particular, she recalled one that occasionally one of the boys wouldn’t have his own guitar and so one of them would forever be playing one of her brother’s 2 guitars.  Whilst there had been lots of talk about starting a band the woman’s brother lost interest and the guitars got resigned to a cupboard and eventually to the attic.

Continue reading

Posted in Differentiating Yourself and Your Offer, Justifying Your Price, Selling Parables | Tagged , , , , , , , , , , | Leave a comment

Snow Shovels

snow shovelOne 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 there he finds everybody in the neighbourhood must’ve had the same idea and they’ve sold out.

He gets back in his car goes down the road to a smaller store who have this page in stock he grabs one, goes inside to purchase it and is asked for $20 by the store owner.  “What?” says the man.  “I’ve come from the store down the road and there they sell these for $15!  You’re charging too much for them!”

Continue reading

Posted in Justifying Your Price, Selling Parables | Tagged , , , , , , , | 1 Comment

Do You See An Opportunity For What It Really Is?

seeingSuccess 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.


Over the years I’ve worked with salespeople across all industries many believe that the key to success is a good source of incoming leads.  These should be ‘easier’ prospects as they already have a need (otherwise why would they be in touch?) and it is just a case of convincing them that our version of what is available is better than the competition’s and they will buy.  In my experience this isn’t necessarily the case and the majority of leads don’t convert in many industries as the prospects’ understanding of our products and services isn’t always right, they expect us to be able to do things we can’t, and so on …  In the case of an incoming lead many salespeople deal with the prospect expecting them to buy at the end of the contact (call / meeting / email) and so don’t necessarily see what is in front of them.

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 spend our time with good looking people than unattractive people.
Ooh … You Look Nice!
business womanMale salespeople and female prospects flirt with each other, as do female salespeople and male customers.  Equally people of the same sex flirt with good looking counterparts of the same sex, irrespective of our sexual orientation.  It’s just good old human nature, whether we intend to or not.
The good news for many of us though isn’t that we have to look like Brad Pitt, George Clooney, Julia Roberts or Megan Fox; it just means we need to make an effort to look as good as we can.  Our grooming, clothing, hygiene and general presentation are all things we can pay attention to and reap the rewards from, irrespective of our genetic disposition.

Continue reading

Posted in Being A Salesperson, Differentiating Yourself and Your Offer, What It Takes To Succeed | Tagged , , , , , , , , , , , | Leave a comment

There’s Always Something to Learn in Selling

No matter how long I’ve been training and coaching salespeople, it really frustrates me when people feel they know all there is to know and they believe there is nothing they can learn which will improve them. Often, the longer someone has been selling, the more likely they are to think this way.  In my experience this thought process is limiting (and, dare I say it, typically those who feel they know it all have the most to learn!)

thinkingIrrespective how long we’ve been selling and how much we may know already there is always something that we can get from listening to a speaker, attending a good training session and/or from reading a sales book.

Typically there are 3 types of learning and knowledge that we can experience:

Continue reading

Posted in Being A Salesperson, Continuous Development, What It Takes To Succeed | Tagged , , , , , , , , , , , | Leave a comment

The Unlikely Salesperson Who Taught Me How to be More Successful

It’s true that salespeople come in all shapes and sizes. There is no such thing as a mould that successful sales people are cast from.

odd one out imageThis has never been more apparent than when I joined a company that was hiring a team of regional sales people. Amongst the new recruits was Mark, a guy who was very quiet, very studious and if anything I have to describe him as rather ‘cold’ and indifferent.  The traditional attributes of a salesperson, i.e. outgoing, extrovert, confident, just didn’t apply to Mark. Everybody who met him said that he had no chance of succeeding.

Continue reading

Posted in Being A Salesperson, What It Takes To Succeed | Tagged , , , , , , , , , , , | Leave a comment

The Only Reason Why a Sales Contact Should Occur

proactiveWhy should we carry out a sales activity?  The only reason a sales contact activity should take place (whether it be via a face-to-face visit, phone call, email, etc…) is to effect progress.  Progress that is in terms of:

  • Creating an opportunity and starting a sales conversation
  • Moving a sales conversation along
  • Bringing a sales conversation to a close
  • Developing and building a relationship

When you’re planning your selling day and thinking about what you can do, if the result of a contact activity is likely to be that things will be as they were before you made it then you either need to change your objective for the activity, or do something else.

Continue reading

Posted in Being A Salesperson, Conducting Sales Visits, Effective Time Management, What It Takes To Succeed | Tagged , , , , , , , , , , , , , , , , , | Leave a comment