Sales Mindset

6 Ways To Accurately Measure How You Differentiate From Your Competitor

Today’s world is merciless if you don’t match your competitive offers and design quality. The business road is littered with companies who have failed in their attempts to launch or develop product or service offerings that fell short of the competitions. How can you differential effectively against your competition? What can make you stand head and shoulders above them so…

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Looking At Sales Success From A Different Perspective

One of my team has been running a successful sales programme for a large international client and, during one of our recent meetings; he mentioned how the client’s sales teams have been intrigued by our perspective on selling in the 21st century. Many sales programmes put the emphasis on the sales process and how we should present solutions based on…

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How To Be “Switched On” When It Comes To Your Sales Approach

I once owned an old house and had to have it rewired. The electrics were basically shot and the place could have been a firetrap if I didn’t have something done pretty quickly. The electrician worked hard to ensure everything was correctly done and, thankfully, he did an excellent job. I asked him to explain what would happen if something…

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Who Do You Compare Yourself Against When Judging Your Own Performance?

The European Athletic Championships have just finished and it was great to see these athletes competing at the highest level. I’m amazed how some of these runners can perform the way they do and hardly be out of breath at the end. If that was me, I’d have collapsed in a heap just after the starting pistol had sounded! What…

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Why Do Salespeople Talk Too Much?

A few years ago I was privileged to hear an American speaker discuss what were the worst habits that salespeople displayed. Among some of the answers that came up were poor listening, presenting the products too early and having a different agenda to the customer. But one habit that shone out above most of the others was the inability to…

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The Seven Habits Of Sales Excellence

Stephen Covey is, and always will be, one of the most influential figures not only in my life, but in many people’s lives I know. His death tragically cut short an input to humanity that will never be forgotten. His seminal work in the late eighties/early nineties took the business world by storm, and still is extremely influential today, as…

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The One Quality That Will Improve Your Results Overnight & In The Long Term

We’re often asked what salespeople can do to improve their results. Naturally, there’s no one answer that fits all, but there is one thing that we see that definitely has an effect not only on the way salespeople work but also the results they achieve in the short and long term. You’ve heard the phrase ‘Insanity is repeating the same…

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The Last Call Of The Day – Why It Is So Important

What’s the best part of the day for you? Be honest! Some answer that question with ‘the call where I get an expected yes!’ or ‘the time where I have the time to catch up on important things’. Others will say ‘the time when I pack up and go home to the people who are most important to me’ and…

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The Mind-Set Of Sales Excellence

There was once a footballer who had a great game. His forward play was faultless, his precision applauded and his deft touches sublime. He hit a superb hat-trick and was fated all round the world for his performance. An English premiership manager saw the player, had his agent approached and within a couple of weeks had signed him. Unfortunately, the…

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The Main Differences Between Successful & Failing Salespeople

I’ve had the privilege of working with many salespeople in my career and have seen a great number of successes gained by these highly-prized professionals. Sometimes, I’m asked what makes the difference between success and failure, and it makes me think about the salespeople who have seen great success in their careers and those who have failed miserably, barely able…

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