Salespodder (Page 355)

More issues

Tap Into Happiness

So according to a Welsh psychologist, 19 June [http://www.telegraph.co.uk/news/newstopics/howaboutthat/5575435/Happiest-day-of-the-year-is-June-19-according-to-formula.html] was the one day of the year when we should have all been at our happiest. Did you feel the vibe? I asked my chief developer in Cape Town this very

Different Colour Shades

For a couple of hours the other day I learned about agri-business planning. The first time I touched this industry was during a couple of years in the early 90s, with exposure to the logistics and sales operations of various meat and dairy producers. The next was to be on

Be A Menu Engineer

Here’s a fella that strikes me as owning his niche. American Gregg Rapp [http://www.menutechnologies.net/] says he’s specialised for two decades in helping eateries make more money purely from altering the presentation of their menu. In the video clip accessed from his website you see the

Harry Turner - The Gentle Art Of Salesmanship

Definitely what you’d call an Airport book, this was given to me by my first close line manager in Sales. How far have things changed since it was released way back in 1985? I’m pleased to report it appears one of the few successful books to be written

Russell From Up's First Sales Meeting

I was treated to the humorous ‘confessions of a failed salesrep’ the other day by a friend of mine that, shortly after leaving uni twenty-five years ago, had tried three sales jobs. He found it amusing that he’d left each one without selling a bean. He explained that he

Added Objection Handle Nuance

Do you feel that objection handling as an art is one essential skill that few salespeople truly master? As a cubrep, the process that got drummed into me involved five steps: Empathy, Explore, Confirm, Response, Action One of the reasons that I found it to work so well, is that

What The Audience Hates

I rarely listen to ‘yoof’ music radio these days. This is partly because I’m so out of tune with the inane drivel of the DJs (are Radio 1’s Scott Mills and 5FM’s Gareth Cliff the only two exceptions?). So it was remarkable that I caught some stimulating

Relationship/Potential Two-by-Two

There’s very many situations that gain clearer expression with application of the good ol’ 2×2 matrix. When I delivered a day’s coaching on political mapping not long back, the assembled throng thought that the Product Market Grid was the earliest business example, yet a case could be

Madejski Drive

More BBC documentary action recently unfortunately featured a flagrant attempt to label John Madejski as an archetypal ‘money can’t buy happiness’ case study. As Britain’s 168th richest person when filming began (worth £325m) the film-maker was transparent in his efforts to show the glum side of extreme wealth.

Bankers Knock Doors

As silly season nears its end, the Beeb offered us another one of its reality business shows masquerading as light entertainment. It sent a pair of out-of-work former bankers to fall flat on their face or work some magic for hard-pressed small businesses in the sticks. Both in their late