grapevine

Came across a salesguy called Stuart Glimstead at one of my customers earlier today, who had a response for when a prospect starts going on about cheaper competition. His first retort is simply “why do you think they’re cheaper?” He finds this begins to place a seed of doubt

For the past few years I’ve known a fella called Mike Witchell, a sales manager at one of my customers.  He’s one of the good guys, albeit with a dangerous obsession in motorcycle racing at the weekends. I’ve just come across an old email of his explaining

Just watched a reality TV show (Alan Sugar’s Apprentice) pitting two teams against each other to sell cars in an enormous London car supermarket,  They got initial training from an expert sales manager.  His most-used phrase ended up being “End Of”, as he kept having to give bollockings and

Came across this technique during the week which I think’s got legs.  A fella called Dylan Jones was the only guy out of his 20-odd strong team that wasn’t pitching the new wonder-product they had by mere unique features and benefits.  All the other guys are saying ‘look

I’m really enjoying some work I’m doing with a tool company at the moment.  From a seemingly remote North Welsh town, they make and distribute anything from pliers, trowels, padlocks and the like.  And they’ve made market leader into electrical wholesalers, so have clearly done things pretty

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

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

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

Solutions, not Problems Ever feel you’re always told by people why something can’t be done? I see people really wound up by this fairly regularly, whether in a restaurant, or on a sales call. Surely winners shouldn’t careless about why something cannot be done. Rather, they want