Topic

grapevine

A collection of 649 issues

Do Not Drop Your Price

I blog regularly that solution salespeople should defend their prices to the hilt in these credit crunch recession times and, in some cases, should even raise them. So it was with untold delight that I came across the September 2008 musings of Accenture [http://www.accenture.com/Global/Research_and_

Pyramid Selling Lessons

Someone I fleetingly know walked up to me the other day and asked that wince-inducing question, “what do you think of network marketing?” I duly squirmed through the next five minutes of chat, trying to politely put him off the idea. Later, I dug through my old files to find

Business Angel TV

Gerry Robinson [http://en.wikipedia.org/wiki/Gerry_Robinson] is a fella that gives good business telly. I’ve blogged [http://salespodder.com/?s=gerry] about his insight before. Whilst the format of his latest show (Gerry’s Big Decision) as these things are want to do, goes out of

Zombieconomy Sales Angle

The couple of dozen people I shared chats with over the weekend of Michael Jackson’s death all praised Thriller as a spellbindingly awesome album. No one had any problem telling me how much they liked his pre-light-skin recordings. As of right now, it’s impossible to avoid hearing his

Standard Setting

Sainsbury’s were the UK’s number one supermarket in the Eighties, only to be overtaken by Tesco in the Nineties. They remain unsurprisingly keen to claw back their slipped ground. Through the joy that is Noughties business reality tv, I caught a small convenience-store employee of theirs used as

Professional Services Marketing

I attended a presentation the other evening billed as how to fight your way through the credit crunch recession using lessons from when lawyers and accountants gain more clients. Whilst it failed to deliver anything earth-shatteringly new or unique on this score (but then perhaps merely confirming ‘basics’ was the

Textbook Buying A Car

All salespeople are lousy buyers. We are generally easily sold, get distracted by the sales technique of the vendor and tend to be unable to apply the mirror of the skills that make us successful sellers. I came across a delightful five-minute snapshot of how you should go about buying

Two Influence Acronyms

Do you have any core key viewpoints when it comes to working out the extent to which you’ve managed to persuade people to your way of thinking? I heard someone mention their pair of such guiding principles today. They were simply: > DIY – do it yourself DTA – don’t

Buyer Pen-Top Trickery

Last night I shared a thoroughly enjoyable evening with a friend involved in a project to train up 15,000 buyers in the National Health Service in the dark arts of negotiation. When I asked him what his favourite techniques were, I’m sorry to report that he had a

Used Car Price Handle

How unusual is this? Encountering a used-car salesman that deploys a decent sales technique. I found myself in a garage the other day and was treated to a few minutes of spot-on pitching from a fella who’s father had started the business in 1967. He soon realised that one