Salespodder (Page 345)

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Appointment Booking Themes

I witnessed someone make a few calls, the aim of which was to get a meeting with people that worked in the public sector apportioning grants. The caller was fortunate that the calls were far from cold. Yet listening to a person that’d never made a cold call in

Scoping Budget?

How serious is your prospect about your project? The one that you’ve busily sacrificed anything from your once-hectic social calendar to the long-forgotten blissful balance of your treasured personal relationship to help make happen? How about testing their true intentions by surreptitiously pressing them around project scoping funds? Late

Following 'Here's The Idea'

I’ve spent much of today honing three different types of exec summary for a business plan I’ve helped craft. Inspired to check the web for any extra pointers, I came across the NY Times’ Corner Office. In particular, a 4-page interview [http://www.nytimes.com/2009/03/15/

Consultant Estate Agent Parallels

Even today, comparatively large purchases often see companies seek the views of a middleman. Such resource is specifically brought in, perceived as having expertise at that time absent in the firm and expected to serve duties ranging from needs analysis, initial vendor screening and presentation chairing. In solution sales speak,

5-Star Aspirations

I finally caught up with a pop-business reality show I’d been meaning to devote an hour of my downtime to. When the voiceover announced The Hotel Inspector [http://www.five.tv/programmes/lifestyle/the-hotel-inspector] as being born into the Forte dynasty with over 20 years of luxury hotelier experience,

After This Meeting

Without going into the scientific detail here, one famous persuasion technique involves asking someone whom you suspect to be disinclined to you and your views for a favour. The psychology is that when they acquiesce, they mysteriously switch to inclination towards you. I was reminded of a sibling of this

Journalistic Polarity

I’ve often been struck by how similar the job of a journalist can be to new business salespeople. The Times columnist Simon Barnes [http://www.timesonline.co.uk/tol/sport/columnists/simon_barnes/] passed on this pearl about his tuition: > “It’s the first thing you learn on

From Choker to Champion

An entertaining S African in-flight mag article tickled my attention for discussing how the label “chokers” became attached to the country’s cricketers. A sport psychologist named Henning Gericke was called upon to share his successful work with the rugby World Cup winning Boks in the hope of showing the

Abacus Transaction Cost Shifts

Bloomberg News introduced me to the latest in a long-line of recently uncovered shady financial practices. It involves hiding the true state of losses by misleadingly moving around debt positions; their scrolling headline text “ Abacus transactions allowed Goldman Sachs to shuffle debt risk like beads“. Whilst such a policy rightly

Process versus Pointless

I’ve long been amazed by how different a winning salesperson’s thought processes can be when compared to their lesser-achieving counterparts. I was summing this up for someone unaware of the workings of the sales world the other day, and used the ‘serial as opposed to parallel’ analogy. Thinking