Salespodder (Page 375)

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V: Selling Vocabulary

Value Selling Shift emphasis of your pitch from what the offering actually does, to the monetary amount it will actually produce for the eventual customer. Virtual Territory In vogue ever since Virtual Reality technology became less exciting than the Internet, it is where you calculate the value of a territory

W: Sales Vernacular

Wallowing Many different applications, typically where a point comes up, and rather than resolve any issue straight away, you linger on why it is important or what is bad about it. The beginnings of Empathy here. War Story Ever heard someone tell you in ten minutes a vaguely witty conversation

XYZ: Sales Vocab

Xs Technically Exes? Expenses. YoY Year-on-Year. Typically a measure of growth where this year’s sales are expected to go beyond the last. Zero Nothing, nada, a bath. Zero sales to record. To be avoided.

Rehearse

A short and simple message for the year’s end. But one with clout. Someone once asked me for my ultimate top tip when it comes to presenting. As they were in Marketing (wanting to craft a presentation aimed at getting a foot in the door at large organisations) I

101st Metre B of Bang

I was reminded recently of how successful teams develop a language of their own. At times, deliberately impenetrable by outsiders, it provides terrific insight into what makes them tick. As athletic track champions, Linford Christie and Colin Jackson devoured the globe. As they giggled like schoolboys recounting their Olympic and

I`d Like Your Opinion Please

I was on the phone talking with one of my customers about how his sales of a newly launched product were going. This happens to be a particular area of personal expertise for me that I’m humbled salesteams pay decent money to tap into. The conversation revealed a delicious

The Problem With Perfectionism

This Monday lunchtime I’m finding customers elusive. It seems that most reps on the road are “working from home” at the moment. I’m sure the ‘home’ part is probably true, as for the ‘working’ bit, well…! Still, if most buyers and sellers alike are making the most of

Toe Dip Time

I’ve read the reporting by the BBC on ten UK small businesses [http://news.bbc.co.uk/1/hi/business/7777861.stm] and their travails in the current credit crunch conditions. The problem with the Beeb on matters like this, is that they’re pitifully poor when it comes

The Services Dilemma

Watching the live stand-up show of Frankie Boyle in London the other night was therapeutic in the sense that you allowed yourself to laugh at things that ordinarily society would not permit you to. One (perhaps the only) clean story he told related to cultural differences in reactions to change

Salesrep Created 'Packages'

These thoughts begin with a friend-of-a-friend tale. I was pondering how to add choice to my offerings in these credit crunch, now recessionary times. Although potentially going against the grain (the one that suggests more choice leads to customer confusion and so lesser, not more sales) in my line I’