Topic

quirky

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

MASH Chain Of Command Goes To The Top

I saw this episode [S02E12 [https://www.dailymotion.com/video/x6lgf9e]] of long-running comedy classic M*A*S*H during festive downtime. Although some of the humour ages less well than others, considering it was made in 1973 and depicting Korean War field hospital life two decades prior, I was

Deadweight Loss Not Just For Christmas

Twas the night before crimbo… Pop-economist Tim Hartford alerted me to the scale of seasonal waste [https://www.bbc.com/news/business-46619012] that abundant, ineffective gift-giving produces this time of year. The discrepancy between what you wrap and the recipient’s perceived usefulness of it and accompanying financial folly is

Your Puzzle To Fix Their Problem

Or vice versa. When running workshops to sharpen the skills around initial conversations with suspects I come up against the particular flaw time after time. It rears its death grip in two ways; > Seller: …have you got the problem? Suspect: Yes… Seller: Great! Complete with audible cheer …or rather;

Hand Signal To Sell Long And Prosper

[https://www.instagram.com/bcfc_alliance/] As this instagram page of a 16yo footie fan showed back in October, my football team’s clan have a hand signal of belonging. You make a “Z”. Bottom-right above, a current player demonstrates. It comes from reclaiming for today’s enlightened times the

Drama Door Sales Desk Space Lesson

A festive reminder to examine where you work. No, not necessarily at the firm, colleagues or politics. Look around. At your immediate desk space. What adorns your cubicle separaters, homeoffice walls, office dividers? Up top, here’s a door I saw this year in a school. It was in a

The Perils Of Sales Proposal Over-Engineering

I was recently moved by the Genovese bridge collapse [http://salespodder.com/your-maintenance-sell-upkeep/]. I note that there is a related, second project pincer that eats away at success. Over-engineering. Right through to build way more than required to enlarge both project and profit. It is this latter crime that strikes

You Couldn't Sell Water To A Thirsty Man

I’ve heard plenty of dismissive taunts in Boardrooms. “They couldn’t run a bath” being a particularly favoured put-down of a misfiring managerial subordinate. The slinging of such mud isn’t restricted to under-performing leaders. Bizarrely, salesteams seem to bear the brunt of executive ire. When it comes to

When Nobody Talks By Phone

[https://www.instagram.com/p/BoXKYugAL6W/] Weekend surfing I succumbed to the clickbait of It’s good to talk: Why the phone call needs to make a comeback [https://www.bbc.co.uk/bbcthree/article/ae27b784-1adb-4dc2-871e-c6842e4b66d0]. Triggered from the volume of phone calls dropping for the first ever time last

Unconditional Prospect Love

[https://aeon.co/ideas/beyond-reason-the-mathematical-equation-for-unconditional-love] This may well be of particular use if you realise you (or your team) are a touch techie. On a separate note, I have successfully in the past sought out an equation to help a slidedeck along. Again, especially where you’ve a technical-minded prospect.

Do You Pitch The Difference Between Fire & Help

> “If you are ever attacked in the street do not shout ‘help!’, shout ‘Fire!’ People adore fires and always come rushing. Nobody will come if you shout ‘help’.” This is one of the many wonderful wisdoms [https://www.telegraph.co.uk/women/politics/top-trumps-baroness-trumpingtons-11-best-quotes/] of a 96-year old called