L: Selling Lexicon

Lead Generation

Finding people who can buy. Usually related to good old cold-calling again. Should be the remit of a marketing department but many fail to impress.

Level Selling

Where people at the same level of each company’s hierarchy talk to each other during the sales process.

Link-Sell

The practise of trying to sell related products or groups of products to customers not presently taking them.

List Price

Also known as Book Price, this is the published amount customers have to pay for your offering. Everybody looks for discounts and asks for ‘list-less’ something. With quality Negotiation, you can often charge above List. Honestly.

Logorrophobia

Fear of public speaking.  It’s amazing how many salesreps suffer from this, but it can be overcome.