Topic

quirky

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

You Wouldn't Buy The 2nd Best...

A play on the classic price objection handle. Normally following a wincing, dismissing, bellowing, “how much…?!” Answered in the form of; > “Well, would you buy from the cheapest brain surgeon?” Meant to get over the indisputable fact that your price is set at its level for a reason. A

Enemy Building Motivation Technique

I’ve blogged before on the value of picking an enemy. I first encountered its power when two decades ago, a prominent Sales leader told me how of his early road warrior repping days. He would drive by his rivals offices late at night, snarling. Park outside, even. See if

Don't Sell Like UK's Eurovision Entries

> I am amazed how people miss this game-theoretic point. You would stand a better chance of winning if you shat on the stage than if you produced a very good song similar to two or more other songs. This is why entrants should never be chosen by committees of

Plan B Whiteboard

> 65/ First sketch of Plan B, PM study, Fri 13/3 eve – shown PM Sat 14/4: NB. Plan A 'our plan' breaks NHS,>4k p/day dead min.Plan B: lockdown, suppress, crash programs (tests/treatments/vaccines etc), escape 1st AND 2nd wave (squiggly line

Forget The Money To Zhong

> “money alone is not enough; my goal is much higher” This appears to be the mantra of the current richest person in Asia. Zhong Shanshan of China recently floated his company in Hong Kong and at time of blogging, is worth a blockbuster $64 Billion. Staggeringly, coming mostly from

Woop Prospect Goal Setting

WOOP is the goal setting framework of psychology professor Gabriele Oettingen [https://en.wikipedia.org/wiki/Gabriele_Oettingen]. It is interesting from our Sales perspective in part because it offers a possibly door-prising alternative prism for getting into the heart of prospect ambitions. Always a winner when we aim to

What's Your Potential Client's Sixth Sense?

> “People do seem to have a sixth sense about integrity” This is a line I read imploring salespeople to focus on being trusted by potential customers. As opposed to pushing their wares on a prospect. It was worthy of pause to consider. ESP is quite the concept on its

The Cheugy Trap

Are your Sales techniques and collaterals cheugy? If so, then you’ll perhaps struggle to make your numbers selling to those perhaps more chic (or even less old) than you. This noun of the moment has for a while been used by the Millennials to mock their elders. Specifically when

Avoid 'Vile' Media Cold Mail

[https://twitter.com/thewhitmore/status/1388545845637926912/] Here’s a much discussed tweet on the London twitter. Celebrity who made name from interviewing celebrities and sold autobiography to this specific news organisation decides to call out journalist from there for press intrusion. Many a radio phone-in hour subsequently filled. Yet my

If Even Bill Gates Uses The Ben Franklin (On Himself) So Can You

[/content/images/wordpress/2021/05/gates-divorce-telegraph-webhome-2021-05-04-500h.jpg] …even the broadsheets can’t resist -------------------------------------------------------------------------------- Well, the scourge of longterm marriage divorce blights another gazillionaire. Bill and Melinda Gates have split. 27 years on from exchanging vows. I remember way back before then. When gossip columnists were rife with whispers of