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Can You Measure Pain Like A Doctor

I nearly entitled this post Hedonic Flipping. Love that phrase. I vividly remember an early sales training course in the darkness before the digital dawn. Way back then Consultative Selling was all the rage. During those essential “pain identification” discussions early on with prospects, we eager learners were advised to

Describe In Three Words

It’s a salesteam meeting staple. Ask the room of assembled talent to sum up a specific concept in a snappy soundbite. Hope for the glint of a gem that all can deploy in the field. In this case, I was reminded of the 3-worder. Courtesy of the clickbait that

The Goods Live Hard Sell Hard 2009

> I’m Don Ready. I sell cars. This 2009 comedy [http://www.rogerebert.com/reviews/the-goods-live-hard-sell-hard-2009] is part parody of secondhand car dealers and tv business turnaround shows. I loved it. It’s not for faint-hearted, mind. (“Blueberry Pancakes”) Don Ready is “a hotshot, a weekend warrior … a mercenary”. He

onepoundslides

[https://www.instagram.com/onepoundmeals/] The latest instagram food phenomenon hails from London. It’s easy to be seduced by his mouth-watering meals which cost well under a quid. There’s a few drawbacks, yes. Chief among them the fact he calcs on a cost-per-unit basis. It can be a

Never Start Low

Initial pricing. Something that often sends salespeople into a spin. Pitch too high, and you think you’ll scare off the possible buyer and slay any eventual deal dead then and there. Pitch too low, and you’ll be tied to that number forever. Any nudge upwards a difficult and

Avoid This Disastrous Common Failing When Fielding An Enquiry

[https://salespodder.com/content/images/wordpress/2013/06/woodfellas-firewood-stack.jpg] With Winter approaching, an eaterie owner began placing orders for wood to stoke the fire indoors. A friend asked her for the firewood supplier recommendation. The one she duly gave was then phoned. The given contact happened to be the

Know Your Prospect's Project BSE

The construction M&E contract world can be a dark place, full of shadows. Contractors on the biggest tickets are felt by some to value one attribute above all others when awarding subcontracts; BSE, Big Site Experience. This three letter acronym I’d only ever come across before as mad

Make Janu-Worry Janu-Cha-Cha

This post’s title is a media campaign for reruns of a worldwide telly dance show. Then I heard the phrase as a topic on the radio. Who knew JanuWorry was a thing? I’d heard of Drynuary. Which is plain ridiculous. Apparently the Worry is due to festive over-exertion

Do Your Sales Boasts Alienate Buyers?

[https://salespodder.com/content/images/wordpress/2014/01/crabtree-evelyn-boast-shelf-400x220.jpg] English bathroom care products from Crabtree & Evelyn are pretty much global. In one of their far flung stores recently I saw this display. Next to a sink where you try their wares. An entire bookcase full of hand creams. They

Boston Consulting CEO Doesn't Know How To Write On A Flipchart, Do You?

Another year at Davos, another Richard Quest flipchart. Risk Map [http://salespodder.com/distracted-by-risk-map-stability/], Worry Wall [http://salespodder.com/embrace-volatility-forget-stability/]and for 2017, his Scale of Uncertainty. As Quest himself notes [http://money.cnn.com/2017/01/16/news/economy/davos-future-richard-quest/index.html] ; > “[of the 400 sessions] there is one