Topic

quirky

ideas and experiences with a selling angle that come from left-field

Standing On The Shoulders Of CEO Expertise

I’ve spent time lately helping salespeople understand the kinds of topic that CEO-style people want to hear, specific to when they permit a prospective rep to sit before them for five minutes, and do not ‘appear’ directly involved in your decision process. I was reminded of a time fifteen

Managing Dissonance

In the rarity of English sunshine last Sunday, three of us were ambling around a village in Pennine foothills when the woman among us decided it was ice cream time. Clearly, there’s no argument when a lady demands such a treat so I was forced to join the hunt.

Forward Agenda Disruption

It’s incredible how many sales tips I pick up from people on Newsnight. I am one of the almost two million Brits that apparently hold this single beacon of quality news analysis (as opposed to the diet of rubbish served by the rolling news obsession, this century’s new

Change Success

A mate came ’round last night to sample some cheeky Islay malt. We were due to pop out to a nearby juicer, but I’m not ashamed to say I’m a little smitten with Mary Portas (no, not in that way, I’m not her ‘type’!), so insisted we

When Small Amounts Outweigh The Large

London’s Daily Telegraph stole an incredible march on its rivals by publishing the expense claims [http://www.telegraph.co.uk/news/newstopics/mps-expenses/] of UK MPs. Whatever your moral or political stance on whether the elected representatives are underpaid and overworked or cosseted fraudsters, you cannot deny that three

Corrective Repetition

Presentation skills training is a rare privilege in the career of a rep. I myself had a solitary half-day course in some central Birmingham hotel given as part of a national roadshow by a national training company. And the truth about their views are that they added for me practically

Double-Bubble Barter

How desperate for you is your prospect? It’s an interesting question because the more they need what you offer, the swifter you should be able to close and, even better, the less you will be required to discount which, in these credit crunch recession times, could define your year.

What's Your -ism?

When men get together here’s proof that it’s not just sport, the battle of the sexes and general nonsense that we discuss. My friend Murray and I were reminding ourselves that our heydays of cuemanship were well behind us when, upon my missing an easy straight pot, I

Anecdotes From 93

In a recent clearout of ancient files, I could hardly believe my eyes that I still had a couple of mags someone had given me from 1993. Such hoarding would normally be inexcusable, but on this occasion they were part of a box crammed with sales advice I collected from

Your Collective Noun

Picture the scene. You’re in an internal sales team meeting and people are moaning. Product, marketplace, environment, marketing, competition, support, pricing, production, commissions. Take your pick. You know you shouldn’t get involved, but the herd mentality kicks in and the downward spiral destructively crashes ever deeper. I recall