Salespodder (Page 430)

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Traits of Top Performers

A friend of mine, Julian Lebray, who’s a bit of a sales winner sent me some analysis yesterday. Unfortunately he supports Man City, but leaving that aside, his firm’s training company investigated why the best sales guys were the best. They came up with the two different types

Valentine's day selling

Every restaurant’s fully booked tonight and all I hear on the radio is soppy love songs. Thankfully the usually banal chat by the djs is a bit better today. I’m in Cape Town and on my drive to work this morning, both Kfm and 5fm had a kind

CRM Like Teenage Sex?

I got passed on the vendor’s eye view of what is going on in this industry the other day. Thanks again to an acquaintance of Paul Magee, apparently…. “crm is like teenage sex; everyone’s talking about it, yet hardly anyone is actually doing it, and those that are,

Einstein on selling?

I got an email today from some occupational psychologists I’m thinking of using for team building in Cape Town. Their Chrizelda has me on the monthly mail which each time sends another snippet of pyscho-chat. Not a bad idea I thought. Why don’t we send all our prospects

Tom Hopkins, Sales God

Tom Hopkins, not so much a Sales Guru – more a Sales God! ‘How To Master The Art Of Selling’ is an unashamed Airport Book, being very anecdotal and conversational in its approach. Yet this book was originally out in 1982. Any book that stands the test of time must surely

Positive thinking mini-mantras

I get to see training sessions of my customers fairly regularly. Most of which aim to have the impact Tony Robbins enjoys when smiling at himself in the mirror (what terrific teeth) yet end up having the sales uplift you’d enjoy if you gave your nearest competitor the wink

The Power Of Three

I met someone in charge of a company’s sales efforts recently who talked so much about the ‘power of 3’ that I felt compelled to check it out. His name is Paul Harris and currently sells professional tools for a living. He certainly seems like one of the good

No Sale + Excuse ≠ Sale

In my career I’ve heard all sorts of excuses why salesguys have not done something. It never got any less annoying. Just about every time, they expected to hear ‘oh, that’s alright then.’ Rubbish. It happens less to me now, but when it did in the past, I

Recognising Your Common Time Traps

What is stopping you from being as Effective as you strive to be? Understanding what the themes are lets you address the issues before they impact negatively on your work. Here are some common Time Traps to Avoid! Unclear objectivesProcrastinationGossipingNo big picture considerationPaperwork overloadInterruptsNot finishing somethingLow motivationNot saying noToo many

Glengarry Glenn Ross: Always Be Closing!

For those of you reading from England, I watched this movie the other night on BBC3. Normally this channel’s a bit too ‘yoof’ for me, although the second series of Swiss Toni, and The Smoking Room were both awesome. Really the flick’s a whodunnit, where you get to