academy

I recently saw the moving quest of father John Kerr who’s son Paul was killed in 1992 by a drink-drive criminal, seeking to get the hard-hitting graphic adverts on mainland television that in Northern Ireland have apparently saved 15,000 lives. He was off to see the Minister, confident

Without going into the scientific detail here, one famous persuasion technique involves asking someone whom you suspect to be disinclined to you and your views for a favour. The psychology is that when they acquiesce, they mysteriously switch to inclination towards you. I was reminded of a sibling of this

I enjoyed the warm glow that came with seeing a non-salesperson successfully make some cold calls the other day. And what a pleasure it was. Admittedly the calls weren’t icily arctic, but work was still needed to get over the line to fix up the requisite face-to-face meets. It

Despite how fond reps are of swapping war stories, recounting outrageous one-liners that prompt shaky hands wavering with a dripping pen to finally scrawl on the dotted line, the winners all realise that Closing is a Process. Where lack of appreciation of this can be most starkly highlighted is what

Your deadline is Friday. It’s the end of the month, quarter, year. Everything is in place. You’ve been promised the deal, signatures, purchase order, deposit. Zero hour looms and Bang. One small thing is amiss. The person who can fix it is back in on Monday. What’s

I was judging presentations as part of a sales training exercise for a client when the first team up ended with a close routine suggesting the prospect be flown around the world to visit as a reference an undeniably aspirational location. The three following teams picked up on this and