Topic

grapevine

A collection of 635 issues

Cushion Statement

I explored this nuance definition when talking about building empathy whilst delivering *shudder* an objection handling workshop. A ‘cushioning statement’ is one aimed at helping make the buyer feel heard. As it was first described to me; with an empathetic bent you repeat back to the prospect their negative comment

This Week's $100m Risk Free Close

It’s not often a sales close makes global news. But when a media darling billionaire of comic strip proportions asks for a hundred million dollar deal by tweet, well, it truly is the stuff of memes. There’s all sorts of (fairly vital) background context you can glean from

Ditch Your First Dozen Corporate Overview Slides

I lapped up seeing a good old corporate overview the other day. In a crowded coffee shop no less. Fuller than normal I suspect, given the torrential downpour outside at the time. The cacophonous surrounds did not perturb the pitcher though. Tablet propped up, the modern-day site seller swiped along

Beating Box-Shifters & The 'Why Buy From You' Query

in happier times, a fix that worked -------------------------------------------------------------------------------- The demise of my travel-Samsung netbook (on which I painfully blogged yesterday [http://salespodder.com/we-charge-by-the-hour/]) reminded me of notes I made when buying it way back when. In the restricted physical marketplace that is Cape Town. I ended up with two

Avoid This Disastrous Common Failing When Fielding An Enquiry

[https://salespodder.com/content/images/wordpress/2013/06/woodfellas-firewood-stack.jpg] With Winter approaching, an eaterie owner began placing orders for wood to stoke the fire indoors. A friend asked her for the firewood supplier recommendation. The one she duly gave was then phoned. The given contact happened to be the

Another Cold Intro Email I Hope You're Not Sending

This is yet another shocker of an arctic email approach. It’s so bad I’ve copied it almost un-redacted. > Hi [firstname] Are you working on any active IT development initiatives such as mobile applications, web applications or google app projects today? I would like to have a quick call

Can Constant Upsell Drive Away Business

Cape Town outlet of vida e caffe chain, empty for a reason? -------------------------------------------------------------------------------- > Any food? It’s a transaction nearly everyone there knows. Once you acclimatise to the pumping bass or some of mankind’s eldest tongues being shouted loud loud or the apparent inattention of the assembled baristas, you

Objection Masterclass From Former US CIA NSA Chief

Skynews broadcast 6 Jan 2017 from their Washington correspondent Amanda Walker interviewing Gen Michael Hayden. -------------------------------------------------------------------------------- Her main interviewee was concerned about the then upcoming ‘summit’ between the intelligence agents and incoming President. The sticky issue being Putin hacking the US Elections. Which to all the world seemed like an

The Money Obsessed Deserve To Fail

Local SA business telly ran a piece with the owner of a recently voted top restaurant. I perked up in a flash. Very much looking forward to it. I’ve always enjoyed the crossover with selling from entrepreneurs as well as retail, especially restaurants. The impact though was so horrifying,

Are You The Rider Or The Elephant Of Change?

So I bumped into the ‘change agent [http://salespodder.com/change-agents-5-cs-of-change/]‘ I heard speak a while back. I asked him how his *change* hopes were going. He sighed, > “change with people can be hard, trying to get them to do something differently…” He shared with me the analogy he uses