Topic

quirky

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

Telephone Euphemisms

Every single salesperson must, at some point in their career, pick up the phone and try to persuade people that don’t want to speak to them, to do something we suggest. The most common such discussion is probably geared towards gaining a face-to-face appointment, but several other sought outcomes

Choose The Right Figure

Just witnessed a brilliant sales lesson delivered by an old hack called John Torode (wow, tan/orange/white tie, burgundy shirt and browny school master jacket!), now of the Spectator on Sky News’ review of tomorrow morning’s papers. Major UK energy provider npower are the first in their market

Your Heart Must Be In It

I’ve spent a large part of the past few days writing a business plan for a friend. Although to do a proper one (and lamentably few people ever attempt one at all preceding a new venture) is notoriously tricky, it’s a fantastically rewarding experience when you complete. I’

Remember to talk 'DHA'

I do like that House episode where the eponymous misery’s forced on a date with Allison Cameron. Before the big event, House gets advice from his pal James Wilson. And sweetly it has a cool reminder for first-time sales meetings. As House moans about the uselessness of performing ritual

Wanted, Urgent: Retail Sales Training

I often blog about how poor far too many retail experiences tend to be. In the places I’ve spent my time over the past couple of years, the problem can be compounded by migrating workers paid minimum wages by uncaring management (London, New York) and all-round general insouciance (S

Soak Up The Frustration

We all know the 2 biggest wastes of reps’ time; coming second & fire-fighting. So it was heartening to hear of a tale today where a rep at one of my clients went to sort out post-sales doldrums to great affect. The solution delivered had (unusually) proved unreliable. So rather

Less Big Picture

Loved the one-year-on Gerry Robinson back at the NHS show last night. I blogged on his findings before and again there are a couple of terrific pointers for reps. He gave a talk to NHS staff saying “it isn’t the big picture stuff” that creates success. Instead, it’s

Knock A Bit Off

It’s not often I get a sales lesson when in m’local chippy, but amazingly that’s what happened the other night. Working late, although not realising it as in London at the mo’ it’s getting dark just after 4 🙁 cooking lacked appeal. I popped down the road

Brooks Law Pitch

Surfing last night for a bit of relaxation, I realised that there are a number of blogs I like, but the google reader app doesn’t make it as neat as it could be to have your ‘web inbox’ show you what’s of interest. So I caught up with

Entrepreneurial Motivation

Inhabiting a permanent mindset constantly thinking of new business opportunities to create myself, I always enjoy reading tidbits about how others engaged in similar pursuits fare. I’m also fascinated with how many traits are shared with the behaviour of top reps and business founder-managers. And then I read the