Tag Archives: competition

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

The Issue With Budget Quotes and Why Most Salespeople Are Only Fooling Themselves by Issuing Them!

I was recently working with a capital equipment company whose salesperson had told them they had lost an order against a lesser quality competitor as the company’s quote had been “too expensive” and “too long a delivery”. On looking into … Continue reading

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How To Sell Your Way Through Tough Times (Part 2 of 2)

(This post continues from part 1. Please click here to read that before proceeding with this – thanks.) 4. Differentiate Your Offer. In tough times it is imperative you differentiate your offer. If you want to be seen as being … Continue reading

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