Featured, Life Hacks, Prospecting, Techniques
I laughed, leaned forward and said … “big potato, what you on about !?” A few years later it sunk in … Dodging the objections is the first hurdle … I have seen a gazillion books / blogs / articles on overcoming objections … but...
Featured, On the road, Techniques
So, the European court of justice may have helped a few of us. If you visit customers all day long (as most sales reps do) then you’re entitled to claim that as work hours. Normally I’d say that if you’re the sort that is going to be kicking up a...
Featured, On the road, Weapons of choice
Take pride in your appearance! what more do you need ? Before I go on, I must apologise in advance to any female readers As I am a male, the content is going to revolve around a males appearance (the non drag type). If you’d like to add to this from a females...
Featured, Prospecting, Techniques, Uncategorized
Anyone can offer what’s already there (the internet makes sure of that). Get off the beaten track and create new, create different, create refreshing, create inquisitiveness … hopefully that’s got your juices flowing! “We offer free after sales...
Featured, Prospecting, Techniques
LinkedInGoogle+GmailTwitter Feedback is great, it would be amazing if it was an unprompted action, but most of the time its not. Don’t be ashamed to ask for it … if you’ve done a good job (and they understand the value of good feedback) they will be...
Featured, Life Hacks, Techniques, Weapons of choice
Emails are no longer what they used to be, for a start they are no longer “E – Mails”. In their infancy emails were treated as the digital form of a letter, which didn’t quite work. The perceived value of an email is nowhere near the pen to...
Featured, Life Hacks, Prospecting, Techniques
I got reminded of this today with something that’s happened to me over the last couple of years. I’d chucked a lot of leads over the fence to a good contact that worked with a competitor a few times with nothing in return (because we couldn’t offer...
Featured, On the road, Techniques
As the year with them progressed, it became apparent that senior management only ever wanted to know what was going on “on the ground” through reports, spreadsheets, forms, tables … etc. While I appreciate that statistics play a role in strategic...
Featured, Techniques, Weapons of choice
Puppy dog close The classic sales technique is the puppy dog close. A customer is in the pet store with a child who wants a puppy. The salesperson offers to let them take the puppy home for a few days, offering a full no questions asked refund if they decide they...
