You Are What You Sell

Tuesday, April 1st, 2008

Selling services has always been difficult.
The intangible nature of services means that potential clients cannot “touch and feel” or test the product before buying - so all the great benefits of the service can often be viewed as simply salesperson’s claims rather than hard facts. Worse still: even if your services are unique, highly differentiated [...]

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 [...]

Drifting away from your core sales positioning

Wednesday, December 19th, 2007

I was recently given a clear reminder of how easy it can be to drift away from your core sales positioning - and how dangerous that can be.
For more years than I care to remember I’ve positioned the value of my consulting services and expertise as being able to practically implement new ideas and solutions [...]