Archive for February, 2008

Beating your #1 Competitor - the Status Quo

Friday, February 22nd, 2008

No, not the band, of course.
If you’ve read any of Stephan Schiffman’s Sales Training books you’ll know he believes the number one competitor of any sales person to be “The Status Quo”. In other words, rather than going with you or a competitor, the customer decides to do nothing. Either not buy, or stick with [...]

Another Classic Book to Boost your Sales Skills

Wednesday, February 13th, 2008

It’s book recommendation time again!
Normally I go for the more academic type book. But this week I have been re-reading Brian Tracy’s Psychology of Selling (well, reading for the first time - I listened to it on audio originally).
Personally, I think it’s a modern classic. Simple,to the point, and full of great advice.
For those who [...]

Turbo-Charge Your Sales Stories;

Monday, February 11th, 2008

Selling with Stories  proved to be my most popular blog post yet. Not surprising really - it’s a brilliant sales technique - one I almost felt guilty giving away.
Shortly after I posted it I was alerted by a post on Carol Bentley’s B2B Copywriting blog to an even better template for these story-come-testimonials. She highlighted a [...]

Selling With Stories - A Powerful Tool for Building Trust and Credibility

Monday, February 4th, 2008

The Power of Storytelling
The art of storytelling is dying.
We live in an age of soundbites, special effects, snappy comebacks and the 30-second attention span. It seems that no one is interested in taking the time to listen to, or tell a good story.
Yet think back to the last time you were truly moved by [...]