Interesting mini-objection handle, aimed at situations when people are being swayed by minutiae that is far too tekkie for your liking.  A fella called Steve Chuter, who sells awesome drinks dispense kit (at last, a 5-second pint at footie games!) passed me this neat little gem. Often sales people get

One of the leaders of a customer’s sales team I’ve got to know recently has had an interesting career spanning the school of hard knocks and bruises that are photocopiers and recruitment.  Steve Chuter his name is and he has plenty of engaging anecdotes about life in such

Came across a neat piece of best-practice from one of my customers in N Wales.  They sell handtools for the pro, to electrical wholesalers, engineers merchants and the like.  A new product was launched earlier this year that all the reps seemed to be impressed with.  They duly went out

What can you talk about when you face the brick wall of prospects saying they don’t need any help.  Especially when you’re cold calling for a meeting or the like.  In the specific instance they say things like: * “We’re doing fine as it is thanks” * “We’re

A few years ago I was on a BA flight to Cape Town, in the good old days when they at least had a decent radio channel on pop-business stuff and stewards without attitude, and I think it was some bloke called Bill McFarlan talking about the need to avoid

Had a thoroughly enjoyable meeting in the sunshine in the back garden of one of my customers Friday afternoon. Luckily we had silence as his kids were hooked to the live feeds of Big Brother inside. We were discussing motivating sales people who claim they’re highly money-orientated, yet their

Here’s another insight I gained this week.  I don’t know who this person is, but he was name-checked in a presentation I saw to fairly good affect.  A chap called Jim Morgan from ‘Purchasing’ back in 96 and the tantalisingly entitled “the best sales reps will take on