Salespodder (Page 349)

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What The Top Person Wants To Hear

During a recent training event on how to deal with the most senior of people at your buyer organisation, part of the journey involved my asking of the assembled salesforce what each considered such a top person wanted to hear from a “rep”, the first time you met. In their

Child Habit Psychology

My regular work that helps people no longer lose new product launch momentum, and sell such latest offerings more effectively than they may have experienced before, makes me interested in the concept of neophobia. In my field this primarily refers to the way that salespeople often shy away from selling

Presentation Fires

Wandering through a London rail terminus bookshop I was visually walloped by a huge planagram for a series of books that herald themselves as ‘brilliant’. Suspecting coyness not to be an issue, I knowingly thumbed for a few minutes through one called Brilliant Presentation. It’s written by Richard Hall

Simplify Your Game

Watching the enthralling end-of-season tennis Masters, in London for the next five years, it was interesting to hear Boris Becker’s uncomplicated take on life. When asked how Andy Murray could raise his game to win a match, he replied that in such circumstances people can often try too many

Enforced Brevity

Of all the websites that regularly feature in the world’s most visited lists, can any be more frustrating than the BBC’s? Its News (& associated Sport) output is not only such a missed opportunity, but also contributes to the dumbing down of information more than any other source.

Nudge (Thaler and Sunstein)

I’ve blogged on this idea before, and as it’s one that I’m minded to view favourably, I thought I’d spend a couple of hours of downtime reading through the associatedblog [http://nudges.wordpress.com/]. It began 25 March 2008 in support of the book’s promotion.

Sales Street Festival

Unfortunately, I find that disparaging views on Roadshows in solution selling prevail. They are seen as events that suck in a lot of a salesperson’s precious time only to yield very little return in the way of quality leads. And anyway, shouldn’t they be a function of marketing

Reconnaissance Questions

I encountered an irritating reminder of just how difficult it can be to shake off misleading advice when it’s been hard-wired since early training in my fresh-faced selling days. It struck me as though the way selling was taught in the late 80s and early 90s, you should always

Wholesaler Lock-In Mechanisms

A pal of mine is a purchasing expert. I know. How could I possibly cavort with the enemy 🙂 and even more amazingly, he was once a rep. We chatted about what people involved in a particular project I was working on (helping to ensure sales of cotton-related products) could do

Short-Term Punch Always Loses

Everyone knows that a sell-and-run merchant will get found out one day. All buyers absolutely loath such a salesperson. A plant involved in the cotton industry shared a tale with me about how they are trying to repair a relationship caused by just such unwelcome behaviour. A long-term vendor-consumer arrangement