Classics Stand Up Tip Trio

I clicked on an interview [sub'n req'd] with someone I'd not come across. Due to the subhead; author, comedian and classics advocate on ancient monsters, modern mores and Slough House.

Natalie Haynes, it turns out had a triplet of winning tips for our solution sales arena.

I also liked the joke cited above.

For me, it was evocative of the David versus Goliath fight I gravitate towards. The majority of my clients down the years having no trouble in enemy building. As their aim is to be better than the market's Number One giant.

So often, such lofty presence suffers from what sellers can term, 'fat, dumb and happy'. Complacency sets it. The rot strikes. Dealings see focus switch from client to self-absorbed. An aloof trident of arrogance, incompetence and hypocrisy takes hold.

Exceptions might exist. Yet the cycle is set. Selling against this is fun. Part of powerful purpose.

I often quote the ol' classic Avis vs Hertz strap; "we try harder".

For the strategically inclined, there's also the Jim Collins slant that market leadership over time moves from the original innovator, to the challenger. As the first invention alone is not enough to iterate all that flows around it.

What I particularly admire about the mouse, is the nonchalance. The refusal to be swayed. To be dismissive.

Whereas the elephant is stuck with its worldview of size and strength.

I can imagine recounting that 65 million years ago, our homo sapiens direct ancestor was but a mere two inch long shrew.

The mouse is unconcerned about the comparison. Deflecting. With the glint in the eye, as the supposed state of wellbeing is only a pause, if at all relevant.

As we ought be when taking market share from our sector's Big presence.

Any solution seller must absolutely not commit either of these twin evils.

Humility helps empathy. Also think on the Trust Equation. I remember always the fundamental advice; only speak for two reasons, to deliver a testimonial or ask a question.

It is our prospect's aims we must affirm. Our conversations ought be about them. We portray a quiet confidence.

It is difficult to overstate this in our realm.

Many an email I see is inexplicably denuded of headings, with long sentences inside big chunky paragraphs, and ambiguous, contrary or plain mistaken phrasing and wording.

Away from the written word, I still encounter even senior people uncomfortable with proper practice role play exercises.

The 'saying out loud' part is vital. Whether it be running through an explanatory graphic, introducing yourself or rehearsing a specific objection handle.

All three of these pointers a useful sanity check in our approach.

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