Gap AnalysisAlso known as ‘white space’ analysis, there is always something that people should be buying but in actual fact they are not.  Typically, when they realise that they’re missing out they’re receptive to remedying the shortfall.  Identifying where such opportunities exist is what gap analysis is all

Hat-Stand CloseLovers of Columbo and Morse cheer. This refers to the question right at the death masked as a forgetful aside, when it is really the only thing the super-sleuth wanted to know. The potential customer is off-guard because the meeting has ended. Ask it on your way out, in

Influencer Someone involved in the decision (maybe in the DMU) who cannot provide the signature but has sway. May or may not be outranked by a Recommender.InsideInside, or Internal, salesreps are telesales professionals that usually support someone in the field. ITTInvitation to Tender. A formal document that mirrors your

JargonDescriptions, words, nicknames and initials that your average man on the street wouldn’t have a clue what they mean. It’s beast to avoid using jargon wherever possible, as the main danger is that when a prospect hears something they don’t understand, they feel uncomfortable that they’re

Key-ManSomeone pivotal to promoting your cause that you need to find. Usually the Economic Buyer.KPI(s)Key Performance Indicators. Figures exposing why success is happening or what is causing failure. They need to be compared against an ‘expected’ for analysis.  They’re nearly always based around aspects of activity

Lead Generation Finding people who can buy. Usually related to good old cold-calling again. Should be the remit of a marketing department but many fail to impress. Level Selling Where people at the same level of each company’s hierarchy talk to each other during the sales process. Link-Sell The

Major Account Can also be known as Corporate or Nominated Accounts. These are opportunities allegedly more complex and important to your organisation. Normally a senior salesrep guards these with the ferocity of a lioness protecting her new offspring. Political antennae are essential accompanied with reams of Documentation. The Man As

Negative Close Put the potential customer off-guard by saying why they would not go ahead. Negotiation An art and science! Once the potential customer has got over the emotional decision to buy, you discuss on what terms they will take your offering. You need to know how to handle negotiating

Objection Not a negative thing! A statement or question from a potential customer that you must address before continuing successfully. Objection Log A list of Objections and how they were handled. Obvious Close Asking for the order straight out. No gloss applied. Offering The product and service you sell for

PA Personal Assistant. Your best friend inside a potential customer. Can be a shield, or maybe a Gatekeeper, but always someone you have to earn the right with and they can make things happen for you. Passion The single biggest most important quality I believe a salesrep must posses to