salespodder

We all know the 2 biggest wastes of reps’ time; coming second & fire-fighting.  So it was heartening to hear of a tale today where a rep at one of my clients went to sort out post-sales doldrums to great affect. The solution delivered had (unusually) proved unreliable.  So rather

It’s not often I get a sales lesson when in m’local chippy, but amazingly that’s what happened the other night.  Working late, although not realising it as in London at the mo’ it’s getting dark just after 4 🙁 cooking lacked appeal.  I popped down the road

Inhabiting a permanent mindset constantly thinking of new business opportunities to create myself, I always enjoy reading tidbits about how others engaged in similar pursuits fare.  I’m also fascinated with how many traits are shared with the behaviour of top reps and business founder-managers. And then I read the

Popping to the cash machine prior to a thoroughly enjoyable steak-fest at Gaucho’s in rainy London last night, I was reminded to always use language that does not alienate my prospects. It stemmed from the truly woeful ad campaign Barclays Bank ran on their ATM screen.  Trying to tap

As you’ll probably know, I’m involved in ‘solution selling’.  Several traits identify such an environment, like having to justify what the offering will make or save the prospect, or guaranteeing it’ll provide a return on investment in nano-seconds. Pretty much all of my customers (solution selling sales

Here’s a concept that’s reared its ugly head for me recently.  What do you do when you encounter a requirement, stipulation or policy buyer-side that you know with which you do not comply? When identifying initial needs, it’s quite common for the prospect to mention something that