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How Many Conditions Do You Encounter Each Year

In the UK, it is said that a general practice doctor sees on average 400 different ailments each year present to them. A contentious figure. Tenuously stretching out as many conditions as possible which are so close they’d be better grouped as one. I note their spokesperson I heard

Sure You Have The Fizz These Retail Salespeople Miss?

I do like it when I get a reminder of b2b selling traps in a retail environment. On the same day of shopping, I encountered these two different examples. First, a bubbly young lady in a smart shirt shop. As soon as I walked in to her empty store, she

Does Your First Slide Give Vital Good Millisecond First Impression

Alas it is an experience I’ve had more than once. A vigorous debate, verging on the aggressive perhaps, with a corporate marketing officer. I have strayed from their prescribed slideshow design. They don’t like it. Today I’m thinking specifically of an instance many years ago. In a

Beware The Presence Of A Topliner

The music industry. The talent and publicforever ripped off by the forefathers of banksters. Nasty restrictive record companies constantly pickpocketing the creatives, denying them their true worth, whilst simultaneously overcharging the customer and dictating what they can and cannot hear. And they act surprised when technology enables the empowered listener

Discount Kills Margin Wine Example

Always eager to find new vines from wine ‘experts’, here’s a graphic I caught from a BBC Food & Drink show rerun. Delightfully, this episode went on to highlight lesser-known Spanish reds. Presenter and wine shop owner Kate Goodman sought to expand the famed Jancis Robinson lesson that if

Speakball

You can only speak when you’re holding the Speakball… Speakball is an American counselling technique I’d used on my own son when he went through a stage of throwing chairs at his teacher for which I later bought the global rights, in perpetuity. It is also something I

Are You Or Your Prospects Being Mushroomed?

I keep a keen eye out for the latest interview trends. Recruiting salespeople is possibly the most hazardous part of any manager’s job. Sadly sales managers get even less direction and preparation in how to do it well than they receive even on new and polishing selling skill. I’

5 Negotiation Tips Salespeople Can Take From Formal Brexit Talks First Day

[http://www.cityam.com/266974/uk-has-backed-down-timeline-brexit-talks-very-first-day] As I noted a few days ago [http://salespodder.com/drop-the-macho-negotiation-stance/], salespeople unintentionally and sometimes excusably tend to be rubbish at negotiation. So those selling in Europe may well take close heed of the brexit negotiations which began yesterday in Brussels for tips. One

Embrace Your Quirks The Manhattan Home Selling Way

[https://salespodder.com/content/images/wordpress/2015/04/eklund-tie-with-j-lo-400x300.jpg] In a land long ago I was in a meeting. I broke into song. There was a time when I was always singing. Then I juggled three marker pens. Until they quickly went flying across the room. My enthusiasm for

Preventing Deal Chimney Effect

Latimer Rd relief centre Tribute Wall portion -------------------------------------------------------------------------------- This week saw a tragic highrise fire. Near where I once lived around West London. Shocking, avoidable. Coverage of the tragedy suggested thatperhaps fire brings us a lexicon of selling terms in a similar fashion to the military. There’s a flashpoint.