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Revealing Proust Questions

When sitting next to a salesperson when they meet their prospect, I’ve long since realised the value of keeping stumm. One rare exception to this policy is when you sense they’ve run off course. Specifically, when you hear a list of endless, machine gun fire, ‘situation’ questions. They’

Chocolat Box

No, that’s not a typo in this post’s title. I refer to high-end retailer Hotel Chocolat. I caught their co-founder on rolling news talking up trading conditions. No bumping along the bottom for him, he excitedly pitched his new stores, diversification and that graveyard for English shops, America.

Net Promoter Happiness

The net promoter [http://en.wikipedia.org/wiki/Net_Promoter] score idea’s been around since the mid-Naughties. It’s simplicity is lovely of course. Ask your clients if they’d recommend you to a friend and if more give you above eight out of ten than mark six or

Dumbwaiter Pitch

After blogging recently [http://salespodder.com/do-their-bad-way-better/] on an idea gleaned from the “reconceiving capitalism” musings of Umair Haque, I came across another source of inspiration from him. He seeks to banish the Elevator Pitch in favour of a sole, singular word. You have to snigger at his choice of

Cavity Wall Grants

There I was, minding my own business in a quiet English suburb when the house I was visiting had a knock on the door. I heard a voice with a West African flavour introduce himself. > “Hello, I’m Lewis. I’m here to help you with your cavity wall

Raising The Deal Breaker

A pal of mine was renovating his house. I happened to pop ’round when he was trying to find a mini-skip. A quick websearch found several local suppliers. Three quotes later, one duly earned a call back to order. [http://www.selectaskip.co.uk/skip-hire] He spent a long time

Impulse Psychology

[http://www.bitterwallet.com] Here’s a post from a couple of years back by a consumer champion site who’s cheek I quietly enjoy from time to time. Their aim was to stop you from making that disastrous impulse buy. Thesefive pointers [http://www.bitterwallet.com/tips-to-curb-your-impulse-spending/15573] are

The Chimp Test

Here’s a half-hour item to put on your next internal sales meeting agenda if you get to set suchlike. A moment of levity that can make an important point. Have you an issue that can be given this treatment [http://www.ted.com/talks/hans_rosling_shows_the_best_

Simon Sinek The Golden Circle

[http://www.startwithwhy.com/] There’s a scale you could draw, along which you can plot techniques for selling new products. At one pole, you have those ideas unique to selling a new product. The kinds of thinking that could only be applied to this specific pursuit. At the other,

Bridging An Objection

Reporting back on a new business team’s collective objection handling routines recently, the CEO chipped in with a technique he termed bridging. In one sense it struck me as a modern way of moving on from the feel-felt-found form of words. It stuck in the memory of the Chief