Tag Archives: selling against the 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 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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“The Company That Does Not Obsolete Its Own Products Runs The Risk of Becoming Extinct Itself”

A client of mine was telling me how his customers are always trying to commoditise what he does.  Whilst his company spends time, money and effort developing solutions to their problems and they start to do repeat business, he told … 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

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