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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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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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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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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Sales Gems 
