Tag Archives: competition

Stick or Twist?

Anyone who has a deck of cards has at some time or other played Twist (also known as 21).  In the game you are dealt two cards, add their totals and decide to ‘stick’ with what you’ve got or to … Continue reading

Posted in Being A Salesperson, closing, Continuous Development, Questioning Skills, What It Takes To Succeed | 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 You Can Increase Your Worth And Earnings Potential Without Spending Any More Time Working

In carrying out the work of an external sales person there is always an amount of travelling time that can be used to enhance our prospects of success.  For many salespeople this is often considered as dead time; getting from … 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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You’ve Got To Put In The Miles If You Want To Win Gold

Certain stories stay with you.  One in particular for me came from an interview I heard Sebastian Coe give about his rivalry with Steve Ovett.  During the 1980’s Coe and Ovett were two of the best middle-distance runners in the … 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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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

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