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Never Start Low

Initial pricing. Something that often sends salespeople into a spin. Pitch too high, and you think you’ll scare off the possible buyer and slay any eventual deal dead then and there. Pitch too low, and you’ll be tied to that number forever. Any nudge upwards a difficult and

Avoid This Disastrous Common Failing When Fielding An Enquiry

[https://salespodder.com/content/images/wordpress/2013/06/woodfellas-firewood-stack.jpg] With Winter approaching, an eaterie owner began placing orders for wood to stoke the fire indoors. A friend asked her for the firewood supplier recommendation. The one she duly gave was then phoned. The given contact happened to be the

Know Your Prospect's Project BSE

The construction M&E contract world can be a dark place, full of shadows. Contractors on the biggest tickets are felt by some to value one attribute above all others when awarding subcontracts; BSE, Big Site Experience. This three letter acronym I’d only ever come across before as

Make Janu-Worry Janu-Cha-Cha

This post’s title is a media campaign for reruns of a worldwide telly dance show. Then I heard the phrase as a topic on the radio. Who knew JanuWorry was a thing? I’d heard of Drynuary. Which is plain ridiculous. Apparently the Worry is due to festive over-exertion

Do Your Sales Boasts Alienate Buyers?

[https://salespodder.com/content/images/wordpress/2014/01/crabtree-evelyn-boast-shelf-400x220.jpg] English bathroom care products from Crabtree & Evelyn are pretty much global. In one of their far flung stores recently I saw this display. Next to a sink where you try their wares. An entire bookcase full of hand creams.

Boston Consulting CEO Doesn't Know How To Write On A Flipchart, Do You?

Another year at Davos, another Richard Quest flipchart. Risk Map [http://salespodder.com/distracted-by-risk-map-stability/], Worry Wall [http://salespodder.com/embrace-volatility-forget-stability/]and for 2017, his Scale of Uncertainty. As Quest himself notes [http://money.cnn.com/2017/01/16/news/economy/davos-future-richard-quest/index.html] ; > “[of the 400 sessions] there is

If Matt Damon Repeats The Word Solution Should We Switch?

Another Davos. Noble causes chase ignoble dollars. Or is it ‘tother way round? This year I see Matt Damon’s joint water.org efforts to bring fresh water to those in thirst. Like many such projects I feel discomfort that the root causes of corruption, women’s rights and exploitation

American TV News Panel Bulleting And Your Snappy Selling

As POTUS 45’s inauguration neared, each US news network held frenzied discussions on what The Donald might actually do when in his Oval Office. The yanks do these things very differently to everyone else right now. In Blighty they revel in discos. Their shorthand for discussion, one for which

Selling Activity Time Goldilocks Zone

Parents worried about teenager’s screen time tallies could take perhaps some comfort this week. An Oxford Uni survey [http://www.telegraph.co.uk/science/2017/01/13/257-minutes-time-teens-can-spend-computers-day-harming-wellbeing/] of a whopping 120,000 15-yr olds seems to suggest their wellbeing is not damaged even from 4hrs in front of

Thawing Frozen Conflicts

I learn of this concept from the danger that is Putin. Frozen Conflicts. The method of creating chaos to destabilise anyone you cannot manipulate directly for a buffer zone of protracted, choking quicksand. Ukraine is the big current example, but others persist. The mere threat of them is having a