Salespodder (Page 283)

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Hidden Pledge Card

A delightfully well mannered Grade 8 African lad sat next to me on a flight, travelling from his home town of Joburg to Cape Town recently. Trying to put him right on his choice of football team (Man City, I ask you…) our conversation began, at his behest, on the

Regret Induced Status Quo Bias

Here’s essential ammo for the solution seller I caught driving around listening to BBC Radio 4’s The Human Zoo [http://www.bbc.co.uk/programmes/b01r6j16]. People are more inclined to avoid change because they dread facing any regret that they feel will inevitably follow said change. Better

Freedom Or Connection

A friend of mine once confided how a previous partner insisted they traipse along to joint therapy to resolve ‘issues’ together. Given our similar backgrounds, she shares my opinion on this kind of thing, but agreed to go along regardless. Whilst the relationship did indeed dissolve, she did comment that

Annual Workshopping

Many solution salespeople struggle with the concept of workshops. Specifically, when does a meeting with multiple attendees morph into a workshop? I recently heard one sage note “the more you put in [to a workshop] the more you’ll get out of it”. He should know. He used to organise

Aussie Cricketer Presentations

With back-to-back Ashes looming and England favourites for a change, you gotta love this story. After getting walloped in the first two Tests by India, the Australian squad were requireded to prepare for a presentation to management. They were asked to detail how they could improve. Four declined to partake.

One Thing Better

In England on Friday the Health Secretary stated; > too many hospitals are coasting along in mediocrity rather than striving for excellence He went further; > it’s not good enough to just avoid being bottom of the league tables, & there’s too often a culture of complancency which

A Curator In Your Field

Someone recently told me how they yearned for a feeling of ‘curation’. They wanted to be in an environment where they realised that the person looking after them had not only applied some thought to their needs, but that this thought was clearly extra special. Then I heard an interview

Solar Panel Beating

Building on yesterday’s observations about divulging price [http://salespodder.com/that-first-price-reveal/], by coincidence I also just heard a solar panel rep (hailing from alongside the River Nene on the Lincolnshire/Cambridgeshire border apparently), when asked by talk radio host Nicky Campbell how much for a typical residential property, try

That First Price Reveal

This week in the UK, regulator the Office of Fair Trading (OFT) reported on widespread irresponsible lending in the payday loan sector. It gave the 50 main providers 12 weeks to change their practices or lose their licence. The press was all over this story. One posted a graphic of

And Your Cause Is...?

When yesterday I blogged, touching on management guru Charles Handy, I noted his fantastic observation [http://www.independent.co.uk/news/business/book-review--the-dilemma-of-not-being-where-we-hoped-the-empty-raincoat--charles-handy-hutchinson-1299-1395954.html] ; > …Handy sprinkles his book [The Empty Raincoat] with examples of business people who succeed because they are passionate about their work beyond the mere profit