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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

347 Eligible Contenders

The recently announced Oscar nominations created their increasingly familiar raised eyebrow mehs. As an award, this century it does seem rather keen on diminishing its own relevance with each annual iteration. Yet it remains, for now, the top accolade. What interested me from a Sales perspective this year, was learning

We're Not Forecasting The Oil Price

A seasoned buyerside specialist shared with me a fascinating tale from the aviation industry. An operator of aeroplanes were found not to be using future values of fuel costs in their business calculations. The reason given? The global oil price had proven itself impossible to predict, so why bother? I

Now You Must Show Me Your Plan

A delightful conversation with a veteran entrepreneur. They had in the past run their own clothing distributer. A highly promising new line of garments arrived. They should take their market by storm. Yet after launch, none of the salesteam had sold any. The belief was, that they hadn’t really

Newsreader & Their Pulled Case Wall

Media interest in England today surrounds the pulling of a scheduled documentary. Longtime newsreader, ‘national treasure’ even perhaps, Trevor MacDonald was due to deliver a “fresh perspective” on horrific rapes and murders of children by notorious couple, Fred and Rose West. He hanged himself in his cell before the 1995

Another Cold Call Script, This Time From A Negotiator

An author and trainer of negotiation skills for the workplace, Jim Camp [https://campnegotiations.com/], documents an example [http://sourcesofinsight.com/harnessing-the-power-of-the-word-no-in-negotiations/] of a cold call intro. From a long line of disturbingly similar ‘first-ten-second’ scripts. (Here’s a selection from down the years, fromRichard White [http://salespodder.com/the-sales-coach-richard-white-2015/

Plane Loopy

[https://www.rockwellcollins.com/Products-and-Services/Commercial-Aviation/Cabin-Interiors/Structures/Commercial-Lavatory-Solutions/Advanced-Lavatory.aspx] Here’s a current hot metaphor you might well be able to use when part of your solution involves a level of ‘optimisation’. The airline industry is renowned for striving to shave costs. Which when totted up, stack up