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How Many Times Can You Try Upsell?

“DIY Breakfast”. Newly opened spot of rapidly expanding coffee shop chain. This one, unlike all others, inexplicably bars itself from selling bacon and alcohol. It will not be seeing my further patronage. The waitrons, all super-keen, have clearly been through their Corporate training wringer. A pretty sound it is not.

Why You Must Think Of Your Proto-Pitch

A good pitch can be in development for quite a while. Many early attempts should be considered prototype pitches. A beautiful way to think of your pitch when launching a new product. There’s a Sales paradox here. Everyone seller I know loves the concept of prototyping. Yet permit use

Netanyahu Revisits Cartoony Trick

The colourful Israeli leader is at it again. Back in 2012 he showed the UN Assembly his Bibi Bomb [http://salespodder.com/your-bibi-bomb/]cartoon graphic. Now he repeats his tactic of using a presentation prop at this year’s Munich Security Conference. Coincidentally, also dismissed today by his critics (sworn

Cui Bono?

The favourite phrase of conspiracy theorists. Translated from the original Latin it means ‘who benefits?’ (I was also reminded of this term back in ’14 when blogging on reversion point reversal [http://salespodder.com/why-you-need-to-understand-reversion-point-reversal/].) For this is the key question you often must ask yourself when thinking about status

When Even A Balinese Medicine Man Uses A 2x2 Shouldn't You?

[www.sonypictures.com/movies/eatpraylove/] Yes, this is a fictionalised account. From a 2010 adapted-from-a-memoir movie starring Julia Roberts; Eat Pray Love. Yet a recent post (around ‘rebalance [http://salespodder.com/can-you-rebalance/]‘) reminded me to check out this specific scene. It’s around 1hr 42mins in. Ketut Liyer is a

Project Backronym

We’ve all done it. Taken a key word. A trendy mot du jour. The boss’s favourite expression. The company initials perhaps. (Even retail bitcoin investors made the news recently with just such a rallying cry [http://salespodder.com/the-five-stages-of-a-bubble-your-prospect-bid-fervour/]; hodl.) Then spell out winning words – a sentence even

One Lovely Word To Tease Out The True Value

How do you find out about a key number on a deal? Do you dive right in and ask? However awkward or abstract, do you hear yourself uttering ‘how much is that?’ Whether you’re trying to identify their budget, pinpoint a principle pain or even delve into competitive positions,

The Five Stages Of A Bubble & Your Prospect Bid Fervour

> bitcoin schbitcoin Following on from his latest book promo [http://salespodder.com/how-does-history-gurus-only-law-apply-to-your-big-deal/] tour, renowned financial historian Niall Ferguson recently joked [http://www.niallferguson.com/journalism/finance-economics/bitcoin-may-go-pop-but-its-revolution-will-go-on] about his 15-year old son rinsing him in the cryptocurrency stakes back in late-2014. What his article went on to suggest,

Can You Rebalance?

This week the world’s bourse chaos saw unprecedented stock market volatility. Whether you think it’s all down to the rise of the pricebots meaning algorithms are all programmed to sell or buy at the same triggers and so creating havoc, or that buyers are bullish like never before

How Often Does The Fire Bell Ring In Your Sales Office?

A food wholesaler to the pub and restaurant trade hired an English Sales Consultant. They sought more new client acquisition. He decided to bring an “American” touch into the office. An old-school bell. Each time someone landed a new customer, they must ring the bell. No matter what anyone else