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The Story of Ugly DucklingUgly Duckling is the face of the next generation of sales trainings. Whether it is about selling yourself, an idea, a product or a service: the Ugly Duckling disposes of the idea that you need to pay more to get more. In fact, Ugly Duckling turns the tables by asking the question, "Why have you been paying so much for so little in the past?" Training with the duck will impact your effectiveness in sales. That goes without saying. The question is only how far are you ready to make this new reality a reality for you? No matter what your past experience in sales, or the ideas you have concerning your own skills, you will experience a new level of effectiveness. This we guarantee. And if you are not satisfied we offer you your money back (*). What have you got to think about? (*) Check our terms and conditions section for details Check out what Ugly Duckling has to say around these common situations you will, or have for yourself, experienced in sales.
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Cold callingCold calling must be among the prospecting tasks most dreaded in sales. Even if you are working for a call center and do cold calling for a living, when it comes to dialing a number and starting a sales interaction, having fun is probably not the first thing on your mind. Ugly Duckling says:Unless you master the art of cold calling,
you are not a sales professional! 
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PresentingIf your idea of a good presentation consists of perfectly transitioning PowerPoint slides, think again. Saying what you plan on presenting, then presenting it and summarizing what you just said, doesn't guarantee a spellbound audience. Ugly Duckling saysThe best presentations offer what the audience is listening for - in the way they hear best! 
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DiscountingThat fact that discounting works is undeniable. For making deals, that is. It works initially because people value the same things differently. By decreasing the price for your end of the bargain, the exchange automatically becomes more interesting for the counterpart. This makes a deal more likely. Ugly Duckling says: Giving into discount amounts to admitting to failure!  
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RFP'sLet's face it, filling out RFP's is a nuisance. It involves no relationship building, no discovery, no feedback nor intrinsic rewards. Nothing to help you exceed expectations. The most you can hope for is 'being adequate'. The implicit message of an RFP is: "We are not interested in your ability to contribute, we want you simply to comply." Not a very promising start of a relationship, is it? Ugly Duckling says: Limiting your proposal to the solution space defined in an RFP is wasting your time and a perfect opportunity! 
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Whether it is a captain of industry or the head of a department; when it comes down to decision making there is always someone in charge. Getting that decision maker to buy into your offering is certainly wise. Ugly Duckling says:Everyone is in charge of his or her own decision!
 
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The Numbers GameNo sales method in the world promises a 100% score. So whatever the average hit rate, you are bound to get a 'no' every so often. To escape the unavoidable setbacks with your spirits intact, the profession has developed a way to pacify the pain with the numbers lullaby. It suggests that every hit tends to be introduced by a certain number of misses. Whenever you miss, count the number and be confident that your luck is about to change. Sure enough; the exercise helps you to keep going in spite of setbacks. Ugly Duckling says: When the odds are against you,
counting your loses won't improve your chances. 
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Whether it is a captain of industry or the head of a department; when it comes down to decision making there is always someone in charge. Getting that decision maker to buy in to your offering is certainly wise. Ugly Duckling says:Decision makers control their decisions,
not the outcome of their decisions!
 
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Sitting duckThis metaphor for the defenseless customers stems from the use of wooden ducks in hunting. A decoy duck attracts live ones, where they are eventually gunned down without a chance to escape. Are your customers ever at your mercy? Ugly Duckling says: You can gun this duck down only once
but save my butt and I will trust you for a lifetime!
 
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Let's put a question to ourselves. And by the way, we are looking not just from the angle of what is good, but first and foremost for what is best! Now when it comes to doing business, which of the two would you put first; relationship or task? Ugly Duckling says:Starting from task makes
your relationships harder,
starting from relationship
makes your tasks easier.
 
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Long term versus short term Ugly Duckling stresses the importance of the long term. We urge you to put relationship first, suggest you do not take advantage of a client's misfortune and that you resist the urge for instant gratification (what is good) in favour of an 'all things considered' approach (what is best). Ugly Duckling says:Without the present, there can be no future!  
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With what follows we consciously risk turning the tables on your present curiosity. Please allow yourself a peek behind the initial impression however, and you will discover a meaning the grasp of which will sky rocket your ability to move deals to a close almost instantly. Ugly Duckling says:Pitching moves you from cooperation into struggle! 
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10 questions to test your intelligence in sales related situations. Rock Bottom Island exposes your basic assumptions in sales.
Start your sales test now Check out the Hall of Fame
19 sales traps you do not want to fall in when selling
Sales Trap 1:
Mistaking information for meaning Sales Trap 2:
Blaming others for your own shortcomings Sales Trap 3:
The illusion of induced agreement
Sales Trap 4:
Mistaking power for actual control
Sales Trap 5:
Missing the forest because of the trees
Sales Trap 6:
The push out of the nest before they can fly
Sales Trap 7:
Don’t be chicken
Sales Trap 8:
Put your words in their mouth
Sales Trap 9:
Let’s cut to the chase
Sales Trap 10:
Disguised arrogance
Sales Trap 11:
Who are you fooling
Sales Trap 12:
I’ll decide what to value
Sales Trap 13:
What are you ignorant?
Sales Trap 14:
I am to blame, whatever…
Sales Trap 15:
Russian roulette motivator
Sales Trap 16:
Selling your self short
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