Tag Archives: knowledge

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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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

Why Hard Work Beats Knowledge Every Time and Attitude Is Most Important Thing To Succeed

Assigning numerical values to the letters of the alphabet we get the following:   A B C D E F G H I 1 2 3 4 5 6 7 8 9   J K L M N O P … Continue reading

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Don’t Focus On The Result When You’re Looking To Be More Successful

When you’re looking to be more successful and achieve the things you want to, don’t focus on the result.  Focus instead on the actions you take because you are always in control of those.   Action produces results, and results … Continue reading

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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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The Lightning Bolt That Turned Me Into A Muppet

I was sent on my first sales training course against my best wishes. Having had some success I took being told I should attend a course to teach me how to sell as an insult rather than an opportunity to … Continue reading

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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 … Continue reading

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