Salespodder (Page 108)

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Good Things Are Coming

Shopfitters have become fairly creative in recent years. Long gone are the days of slathering whitewash inside storefront windows where renovation is underway to block out the view within. Exciting New Shop Experience Coming Soon and its derivatives now a mainstay of printed message stuck to pane instead. Above is

You Wouldn't Buy The 2nd Best...

A play on the classic price objection handle. Normally following a wincing, dismissing, bellowing, “how much…?!” Answered in the form of; > “Well, would you buy from the cheapest brain surgeon?” Meant to get over the indisputable fact that your price is set at its level for a reason. A

AUBA - Your Meeting AIDA Alternative?

There’s a school of thought suggesting that there are these four types of meeting destination [https://www.inc.com/entrepreneurs-organization/how-to-master-art-of-virtual-communication.html] ; 1. Awareness 2. Understanding 3. Believing 4. Acting Perhaps not the easiest of mnemonic to distinctly verbalise. AooBa? Still the idea that any meeting can only have

Please Hum Now, Romans & 6 Other Internet Founding Protocol Meeting Tips

Heard of the IETF? Me neither. Until I came across their meeting method of reaching what they describe as “rough consensus”. This erstwhile “loosely self-organized group” seems quite crucial to life as we know it. The Internet Engineering Task Force (IETF) was founded in 1986 by volunteers. Its express aim

Do You & Your Account Relationships Share Ingredients With Long-Term Couples

Clickbait, I know. But sometimes you simply cave in. Would you have too? How they stay together: what 68 long-term couples taught me about love. In a farewell letter, How We Stay Together columnist Alexandra Spring shares the three ingredients [https://www.theguardian.com/lifeandstyle/2021/may/30/how-they-stay-together-what-68-long-term-couples-taught-me-about-love] to

de Bono's Lateral Thinking 'Six Hats'

Obituaries featuring unusual ambivalence appear across mainstream media this week at the death aged 88 of Edward de Bono. Many observers seemingly sharing such views, as found behind London’s Telegraph subscription [https://www.telegraph.co.uk/obituaries/2021/06/10/edward-de-bono-guru-lateral-thinking-spread-quirky-ideas-salesmans/] wall; “[he] peddled pseudoscience”, “had no false modesty”

Enemy Building Motivation Technique

I’ve blogged before on the value of picking an enemy. I first encountered its power when two decades ago, a prominent Sales leader told me how of his early road warrior repping days. He would drive by his rivals offices late at night, snarling. Park outside, even. See if

Zoom Wave Vote Jolt

Here’s part of our new language of remote working business that we can adapt for the occasional extra bonding with our prospects. The zoom wave is that raised palm, close to our chin and in front of one shoulder, that gets jigged side to side, normally as we announce

Replenishers

As a proud Englishman, there’s one culturally omnipresent institution of which I am decidedly unhappy to be associated with. The BBC. There are others too. Yet the demise of this particular taxpayer funded national broadcaster would in my view dramatically improve the daily life of my compatriots. It cannot

What Steps Can Your Prospective Client Expect

Back in the day, as a cubrep my most trusted learning came from process. Not tabs that you fill-in on a sales reporting system. Nor various triggers, gateways or activities as stipulated by some training guru. More about what I now term your winning pattern. That sustainable, repeatable, successful number