salespodder

Some cheeky little spam sneaked its way through my mail filter to greet me with this delightful opening line: > Something I have kept close to me through 20 years in solutions selling is the rule “if there’s no need, there’s no lead.” If a prospective customer cannot,

Glad to read a portrait of Lloyd Dorfman in the FT [http://www.ft.com/cms/s/0/b7949a34-3c79-11dd-b958-0000779fd2ac.html] last week whilst early for an appointment at a client.  He founded Travelex as a single bureau de change 32 years ago, and in 05 sold 57% of his stake

During a review meeting with a customer the other day, I learned that they’d recently had much success changing their approach to ‘appointment making’.  A new way was sought after instituting Calling Days that each rep underook from their home office.  The discovery that on average just 2 appointments

There’s an impressive school of thought that if you’ve a complex point to get across, the winners do so by boiling everything down to terms a 5-yr old can understand.  Sales trainers often compel reps to imagine their dear old Granny.  If you can’t get her to

In my role as humble rep, I’m often left pondering what more I can do to create a sense of urgency.  Something that compels my prospects to act immediately.  The traditional route is to give the shop away.  Discount is usually seen as the key decision-making inducement.  Yet most

How often have you told someone everything you think is great about your product, but all you get in response is disinterested silence with glazed eyes?  How can the prospect be so stupid?! Well, they’re not stupid of course.  In our tunnel-visioned enthusiasm, we’ve forgotten to get across