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Using Call-Off Selling

At a number of sales operations recently I’ve come across this great tactic. A “call-off contract” estimates a total amount of spend over a period of time, and gains commitment that an amount of deliverable can be obtained in return. Services that utilise this technique include such diverse items

Do You Use A 'Colour Commentator'?

Someone sent me a link to a summary of a book by Joe DiMisa, The Fisherman’s Guide to Selling: Reel in the Sale – Hook, Line and Sinker.A typically American title you may think, it describes the six main activities/roles which each meeting must exhibit to be a

On-Call Note Taking

Here’s a fascinating subject brought to my attention by a fella called Tom at one of my recent customers. He mentioned to me that he was dyslexic and not wanting to use that as an excuse, was eager to improve his note making skills and asked my advice. I

Internal Sales Blogging

Here’s a subject gaining plenty of web postings at the moment. Marketing and Sales operations the world over are putting blogs online for their (often remote) colleagues to search out vital data and share experiences of the market place. My very latest customer I just found bought my services

Offering Credible Discounts

At an internal sales meeting I attended last week at one of my customers, the boss asked why it was that the reps always talk about round figure discounts? Typically in increments of 2½ percent? At the bottom of a quote is often a line something like “less discount – 15%

CRM Success: A Definition

Back to my customer that has Saratoga’s Avenue gear, which all the reps naturally avoid using as much as they can. This isn’t news. Nor is it restricted to this one software vendor’s code. At a recent sales meeting of theirs I attended, they were all moaning

Ditch Those Old Shoes

One of my customer’s is at present trying to nail an objection that’s preventing some of their guys from prising open the door of potential new clients. When cold-calling, they introduce themselves only to receive the ‘we’ve already got a supplier for that’ flea in the ear.

Can you introduce "Value Innovation"?

This is a subject to which I may well return, as I’m intrigued by this new evolution to strategic and growth initiatives. In markets heading towards commoditisation, wrapping more value into or around the product/service you provide is a must. Yet finding ways to do this are fiendishly

Overcoming a 'pats'

For all you cold-callers out there, three objections have been around since the oldest profession established itself. Everyone will recognise being fobbed off with rubbish like ‘I’m too busy’, ‘send me something’ or ‘phone me in a few months’. There are lots of different ways of handling these, and

Sales Pledge Cards

The first time I ever saw a pledge card was on a video during a lecture at Uni. A greying English corporate middle-manager was salivating on the virtues of Deming’s 14 points [http://www.deming.org/theman/teachings02.html] of quality. As a group of students, I sensed most