Topic

quirky

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

Pitch The Full Case Figures Range

The oft-entertaining Aussie Dr Karl spoke recently about the forever tardy [http://www.abc.net.au/radionational/programs/greatmomentsinscience/never-too-late-to-overcome-chronic-lateness/7960286] . I ought set out my stall. I hate people that are always late. From discovering the phrase “just now” in South African means pretty much the opposite of what

Local Focus Can Top Global Boasts

[https://salespodder.com/content/images/wordpress/2014/01/missinglink-joburg-clocks.jpg] I posted a lovely visual [http://salespodder.com/have-you-a-global-ego-when-you-need-local-focus/] from 1994 film The Papera while back. I then came across a South African firm from Joburg that had done similar. Exactly how I liked. With a twist. If you read

Fashion Design Coffee Pod Recycler Stitched Up By Edit

[https://www.instagram.com/officialrhysellis/?hl=en] Fancy a bespoke, handmade dress that’s graced the catwalk for just £10,000? One crafted from recycled coffee machine capsules? Then enterprising young Brummie design wunderkind Rhys Ellis [https://www.rhysellis.com] is yer man. His innovation came building upon a Milan

Are You Testing Deal Slogans?

[http://adage.com/article/campaign-trail/84-rejected-clinton-campaign-slogans-courtesy-wikileaks/306358/] 84. That’s one funky figure. The number of campaign slogans tested by Hillary Clinton’s eventual losing US 2016 Presidential campaign. Victorious Trump, you may recall, only ever had one; Make America Great Again. As I blog this, we’re only a

Add Theatre To Your Explanation

What does their reception area approach reveal about a company? It’s amazing what you can see when they’ve a telly on the wall. Daytime tv was showing at a place I waited Monday morning. Made a strange change from rolling news. Some hyperactive, self-styled consumer champ was talking

Stop National Sickie Day For Prospects

The first Monday in Feb. Ew. So painful, that this year an estimated 350,000 extra Brits skive off work today. What does the worst day for absenteeism mean for selling? Many a wizened rep will know when Prospect Sickie Day falls. The day after the Board sign-off meeting. The

Do You Prepare Like Pre-Fame Black Sabbath?

Metal is not my preferred musical genre. Yet there is something truly both menacing and freeing about Paranoid. So Black Sabbath play their final ever gig tonight. Back in their hometown after 50 years of rock. They are the Metal originators. Invented an entire Genre. In the late 60s they

Can You Measure Pain Like A Doctor

I nearly entitled this post Hedonic Flipping. Love that phrase. I vividly remember an early sales training course in the darkness before the digital dawn. Way back then Consultative Selling was all the rage. During those essential “pain identification” discussions early on with prospects, we eager learners were advised to

Describe In Three Words

It’s a salesteam meeting staple. Ask the room of assembled talent to sum up a specific concept in a snappy soundbite. Hope for the glint of a gem that all can deploy in the field. In this case, I was reminded of the 3-worder. Courtesy of the clickbait that

Never Start Low

Initial pricing. Something that often sends salespeople into a spin. Pitch too high, and you think you’ll scare off the possible buyer and slay any eventual deal dead then and there. Pitch too low, and you’ll be tied to that number forever. Any nudge upwards a difficult and