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Find out the latest news from Prepit and the industry as a whole. We also have helpful advice for your business.

Does service matter?

Travelling over the past few weeks has re-emphasised for me the importance of service. Simple things like the check in and check out process in a hotel make a huge difference to the perception of the brand. In one hotel in Dubai I was made to feel very welcome and...

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More about questions

In my last post I talked about salespeople knowing the definition of open & closed questions, but continuing to use too many closed questions when they meant to use open. Lack of questioning and the impact on rapport and engagement is not restricted to just...

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Open & Closed

Ask any sales person and they can nearly all tell you the difference between open and closed question.  However when you ask them to write down the question they use during customer needs discovery it's amazing how many are actually closed question. The difference...

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What’s in a name?

I am always slightly amused by the number of companies that have added the word ‘Solutions’ to the end of the name or strapline. Logistics and courier companies are now ‘Supply Chain Solutions’, my favourite being ‘Supply Chain Solutions with Value Added Services’. A...

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Why Opportunity Management?

I have been doing a lot of work recently with clients on opportunity management and believe it help address a number of typical sales issues, including the three below: ‘Happy ear‘ syndrome - This is where Sales people only hear positives from the customer and...

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Importance of a Strong Proposition

Having recently spent a very pleasant two days in Amsterdam helping a client define their value proposition I was interested to read this research. Millward Brown, a research agency, looked at top brands over a 10 year period and found that brands that combined strong...

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Do you always ask for referrals following a sale. According to Dale Carnegie 91% of clients are willing to provide referrals, however only 11% of salespeople ask for them. Even more important is that referred customers have a 16% higher lifetime value says the Journal...

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Do you know why you lose?

When we win we put it down to a great campaign and when we lose we blame the price, the customer basically everyone but ourselves. If we lose we need to understand the real reason and make this a learning opportunity. Try reading Black Box Thinking by Matthew Syed to...

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Price v Value

If you do not know what the customer needs to achieve you cannot possibly know the value you bring. And if you do not know your value all you have is price. If you are more expensive, what would your prospect need to know to justify paying more, then demonstrate that...

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Salespeople do what brands do

Interesting article that links seven key brand building principles to the role of the sales person https://hbr.org/2016/08/the-best-salespeople-do-what-the-best-brands-do

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