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grapevine

A collection of 657 issues

Shaking The Tree

Here’s an email I received this morning that held my attention. Adapting it could prove a useful and unobtrusive way of garnering interest from those suspects that you either know little about yet have their details, or those where contact has gone a touch quiet. The fella started off

Cold Call Like Adonis

I’m indebted to a friend of mine who passed me on a pdf. It’s a couple of pages with a blatant underlying message; anyone can quosh cold-calling phobia. It apparently comes from a self-help book aimed at turning shy geeks that crumble in front of a woman into

Cheeky Cold Voicemail

Here’s a nifty little line a fella called Tom passed on to me from one of my customers. He reckons that 7 to 8 out of 10 people he leaves voicemail messages for when prospecting call him back afterwards. To work for you, I think it’s best if

High Street Haggling

Dom Littlewood [http://www.dominiclittlewood.com/]could have been yet another loafer along the never ending yellow brick road of reality tv self-help gurus. I fell across his current show when seeking visual chewing gum in ever-rarer downtime. Yet glad of that I certainly was. In this programme, he aimed

Don't Miss Out On Prospect Theory

A truly fascinating concept I’ve just been introduced to is critical to a rep’s success. Prospect Theory was uncovered in 1979 by two psychologists keen to explain economic decision making (Daniel Kahneman & Amos Tversky). Their findings were simply that people are less likely to do something that

Appealing to the 'Number Geek' Buyer

I know a girl that’s a self-confessed geek. She professes to be a maths genius and can do demon sudokus quicker than I can work out my body mass index. So it’s unsurprising she’d be interested in a Horizon show from the beeb on how numbers can

Japanisation Incentive

This technique rocketed salesrep retention from 50% to 97%, and made the area implementing it the highest performing one in their Group for a business information vendor a couple of years ago. It comes from the way car factory workers in Japan are financially rewarded when hitting their output targets.

IFSC; Another Sales Process

A fella selling information for a living talked me through his telephone patter the other day. Prospects tend to have to have what he sells, but replacing incumbents can be tricky. He’s developed a simple process enabling him to end conversations with a question to gain a meeting to

Having A Pro-active Reason

Met the Head of Sales at the UK’s 67th largest privately-owned firm this morning. Saw their rosta of 70 telesales providing IT kit for resellers. One interesting morsel I picked up, was that with a total client base of around 2,200, they’re expected to speak to each

Playing Personal Reputation

Thoroughly enjoyed speaking to a rep at one of my customers today called Sam. I always chuckle along during our chats on the phone. Especially when like just now he’s in gale-swept freezing Leeds and I’m in 30°C Cape Town 🙂 He certainly sounded like he’s on