salespodder

salespodder

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Know Your Stats

I was reminded of something quite essential yesterday when meeting a potential new prospect for the first time. Although a difficult chap to generate any bonhomie and genuine rapport with, one insight he did offer was what he expects of his team. During the twelve years he’d worked in

One Percent Doctrines

Cheney Terror American vice-pres, oil baron Dick Cheney coined a phrase that if a terror attack was 1% possible, then it had to be treated as 100% likely. This made me think about something that I’m going through with my new sales guys, trying to explain that you need

Official cold call prep tips

While searching for help on the rather unappealing topic of statutory sick pay, I came across some sales tips from a general business advice website. I was pleasantly surprised to see a fairly common-sense and clearly knowing selection of planning advice. The part that particularly caught my eye were the

A British Disease

Having managed to sell beyond the shores of my birthplace, I’ve long held the belief that if you can sell in Blighty, you can make it anywhere. The reason for this, is that the people left behind on our tiny islands tend to be, unlike the winners that colonised

SRIP It Up & Start Again

Met a fella earlier today in charge of releasing new products to a hopefully ravenous sales team. He’d enjoyed a career of 16 years mainly involved with getting new products out. One constant was not positive. Every time a new product was launched, it was either: * released to the

Circus time price answer

Do you sell something that can be broken down into a small amount? The classic is leasing or rental type sales. Something where you can say it only costs x per minute. The photocopier crowd have been doing it for years; “you gotta go for this, as it’s only

Venting Frustration

I met a total tosspot yesterday. Full of self-importance, a total absence of rapport establishment capability, and a complete disregard for what really makes a difference to his sales guys. We shall refer to him as “Gav”. And I reckon if I was one of the dozen or so guys

Avoid the Pilot's errors

We were nattering away in the office, before I remembered to crack the whip and ensure the Greek galleon continued on it’s smooth course, about forgetting to do one vital thing on a sales campaign, and as a result going from hero to zero, with sales figures falling. It

Check the carburettor!

Interesting mini-objection handle, aimed at situations when people are being swayed by minutiae that is far too tekkie for your liking. A fella called Steve Chuter, who sells awesome drinks dispense kit (at last, a 5-second pint at footie games!) passed me this neat little gem. Often sales people get

Transparency of Commissions

One of the leaders of a customer’s sales team I’ve got to know recently has had an interesting career spanning the school of hard knocks and bruises that are photocopiers and recruitment. Steve Chuter his name is and he has plenty of engaging anecdotes about life in such