Salespodder (Page 361)

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Stay In The Present

During a deliciously tense Wimbledon tussle, a commentator asked 1997 Flushing Meadows Finalist Greg Rusedski what a particular tennis player should do to fight through. He answered by passing on what every sports psychologist he’d met would say. > stay in the present He elaborated. Only focus on controlling

Add Emotion To The Facts

I caught a local radio interview with Sunday Times food and television critic, features and travel writer, AA Gill [http://www.timesonline.co.uk/tol/life_and_style/food_and_drink/eating_out/a_a_gill/] whilst driving down the M40. A writer of much renown, he really came alive

Sales Must Innovate In A Downturn

Browsing the FT’s ‘managing in a downturn [http://www.ft.com/cms/af1c5354-e0d1-11dd-b0e8-000077b07658.htm?segid=60004&ftcamp=crunch/hse_ad/highlights-box_mmHP//60004] ‘ video selection during a tea-break, I watched clips that discussed what Management must do during recession. One gave the thoughts of a private equity boss,

Standard Setting

Sainsbury’s were the UK’s number one supermarket in the Eighties, only to be overtaken by Tesco in the Nineties. They remain unsurprisingly keen to claw back their slipped ground. Through the joy that is Noughties business reality tv, I caught a small convenience-store employee of theirs used as

Expose Bait and Switch

A major obstacle solution sellers face is not simply the cheaper quote, but one where a competing bid claims to offer exactly the same as you, but for way less money. In such cases, should you be able to justify that your price premium alone unlocks the unique capabilities essential

Recession Schmecession

At a recent out-of-hours event, the second slide one presenter showed betrayed his allegiance to the type of networking organisation only truly embraced inside America. He trumpeted their current slogan, that you can even buy on a dollar-a-throw pin badge [http://store.bni.com/p-202-i-refuse-to-participate-in-a-recession-button.aspx]; “I Refuse to Participate

Lessons Learned Exercises

The head of the army, Sir Richard Dannatt, announced his 3-year tenure will end in August. During the round of subsequent media appearances, I caught that he’d just “kicked off” a “lessons learned exercise” of the operation in southern Iraq. This begins now as one had already been done

Professional Services Marketing

I attended a presentation the other evening billed as how to fight your way through the credit crunch recession using lessons from when lawyers and accountants gain more clients. Whilst it failed to deliver anything earth-shatteringly new or unique on this score (but then perhaps merely confirming ‘basics’ was the

Textbook Buying A Car

All salespeople are lousy buyers. We are generally easily sold, get distracted by the sales technique of the vendor and tend to be unable to apply the mirror of the skills that make us successful sellers. I came across a delightful five-minute snapshot of how you should go about buying

Commitment Tax

A universal way to understand someone’s continuing commitment to you is to ask them for yet more money. Many companies try to tie-in customers (and lock-out competitors) by setting up programmes that add extra value, typically for a small ‘service’ charge for membership. The software trade somehow got away