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Can You Use Anti-Davos Solution Framing?

> “It feels like I’m at a firefighters’ conference and no one’s allowed to speak about water” These words were spoken [https://www.dailymail.co.uk/news/article-6727081/Tucker-Carlson-berates-Dutch-historian-accused-taking-dirty-money.html] by a Dutch historian of The Left [https://www.theguardian.com/society/2019/feb/20/historian-who-confronted-davos-billionaires-leaks-tucker-carlson-rant] . His frustration

Give Your Customers Plate Envy And You'll Raise Sales

Testimonials. Genuine tales of solving problems which provide career glory for those already bought are a lifeblood of solution selling ‘proof’. I was reminded of this via radio ad tips recently, suggesting the best involve big transformation [http://salespodder.com/ad-man-adage-on-your-message/]. It made me remember many years ago time in

Are Your Call Plans DAPA

Another first call/meet structure. Courtesy of SA’s Protea Chemicals and their perhaps eccentric English sales trainer many moons ago. > Define – Agree – Prove – Accept DAPA. Fairly straightforward. I recall four years back noting that a recruitment giant still used an old style first meeting structure like this. Theirs

Shun Disdain With Which Internet Marketing "Gurus" View Prospects

[https://salespodder.com/content/images/wordpress/2014/04/mb-p-lsesc.jpg] Here’s a sample of ‘sales’ ‘training’ I came across after reading an exposé of the ‘internet marketing’ industry. The article [http://www.telegraph.co.uk/finance/personalfinance/10734647/You-can-make-six-figures-we-test-internet-marketing-claims.html] ’s sign-off quote was as mild an entry-level outrage

When Did Your Daily Dials Last Hit 112?

A quarter-century ago. Seems so distant. Yet supersonic flies the time. My first ever role as a cubrep. I’d been bending the ear of the chief exec. The database was full of rubbish. So one day he made an interesting offer. He’d help me clean it. On the

Have You Addressed The Expected 47% Overrun?

There’s a litany of disastrous large-scale construction project cost calamities. An English high speed rail [https://en.m.wikipedia.org/wiki/High_Speed_2] route has the backing of each major party. Work began – kind of – in 2017. Yet myopic opponents from the fringes are ferociously vocal. They’re

Do They Want A Porsche For The Price Of A Beetle

I enjoyed bumping into a couple of home improvement product sellers in a curated space for their wares intended to provide specifiers with ideas. Somewhere like an unmanned or latest products exhibition showroom. Surrounded by warehouses with all manner of swanky kit, they were not dressed as the commodity offerers.

Ad Man Adage On Your Message

> “it’s not about the money you spend, it’s the message you send” This is the strapline of an ad I heard on the airwaves. American former radio ad exec Tim Burt [http://www.timburtmedia.com] uses it to sell his advertising tips seminars. I appreciated this tone

How Quick Do They Send You Their Dimensions

> “they’re superkeen, but not sent the dimensions through still yet … “ I heard this uttered by a salesperson. I can see you pursing your lips, nodding your head from side to side, muttering, ‘they’re not superkeen, then…’ It’s a classic staller. You have a terrific call. You

If It Bleeds It Leads

I do like to find the occasional directive easing the dilemma in our core pitching. Do we major on the pain to be nixed, or the joy to behold once fixed? Solution Sales is a calling riddled with this apparent contradiction. A kind of ‘we stop you haemorrhaging cash’ versus