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Used Car Price Handle

How unusual is this? Encountering a used-car salesman that deploys a decent sales technique. I found myself in a garage the other day and was treated to a few minutes of spot-on pitching from a fella who’s father had started the business in 1967. He soon realised that one

Who's On Your Team?

In the ubiquitous coffee-shop that is London, I glanced through a broadsheet and enjoyed an article about how bands have, after delivering their latest opus, often been told by record labels to go back and “write some singles [http://entertainment.timesonline.co.uk/tol/arts_and_entertainment/music/article5982026.ece]

How Project Managers Think

It can often seem that to be a successful salesperson, you need to have immense project management skills. Especially in more complex deals, the way you need to bring people in and out and manage several different individual expectations and opinions can mark the deal-making difference. I mentioned this to

Hard v Soft Targets

What a thoroughly enjoyable couple of drams I had with a friend the other night. Among his many skills, he’s a college lecturer. He was busily bemoaning the target culture in British education and aghast at how widely it misses the mark. He felt that the purpose of targets

Presentation Trinity

Enjoyed a few cheekies with a pal the other night, and before watching the awesomeness that is this years Champions League, he asked me what quick-fire tips I could give him for how to make an effective presentation. With only a blink’s worth of thinking time, and under 60secs

Think Ahead

There’s a show on the Beeb that I watched once only to realise that the hostess was so singularly untalented and undeserving of her role that the show was rendered unwatchable. There does however appear to be the once-off saviour of two stellar guests that can rise above questioner’

Think Like McKinsey's

Although I heard this second-hand (from a legal friend of mine that has a close pal working out of Atlanta in America for large business consultant McKinsey [http://www.mckinseyquarterly.com/]) the message is remarkably succinct. My friend began his wisdom with the preface that everything he’s heard confirms

Ensuring Haggle Win-Win

Salespeople are notoriously inept negotiators. This isn’t a criticism at all. They are two entirely different disciplines. A bit like finding an actor that’s become a fine musician, or the other way around. It hardly ever happens. Apparently, we in the UK are shedding our centuries of reserve

Crafting A 30sec Point

Milo Frank wrote How To Get Your Point Across In 30 Seconds – Or Less around twenty years ago. The edition I skimmed through recently was impressively its seventh reprint. I remember I was interested in it at the time because some training I had around then got me to practice

Tackling Tricky Client Re-engagement

One of my customers has a world-beating piece of mission critical software for a specific niche. As such they have a fiercely loyal user-base, with an industry-envied 85% of their sites being reference-able. As with all niche strategies, possible de-railing issues can crop up, like these three I’ve just