Archive for October 2011

I say I say I say… whats the difference between Marketing and Selling?

most people’s picture of a salesman? A recent post and the comments I was grateful to receive, seemed to develop a bit of a theme, slightly different from the one I’d intended. And strangely, quickly moved the conversation onto Marketing, as opposed to the original subject topic: Selling. I’m a proud salesperson, but I know…

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The sales people are the most creative people in your business

If you are a sales person, especially a media sales person, you’ll be used to the idea that you aren’t creative. Creativity comes from those people in your organisation that are paid to be creative. Designers, writers, or in the case of the radio industry, programmers and producers, commercial producers, sponsorship people etc. In fact pretty much…

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Stop trying new things!

No really! Stop trying to win the war in different ways on a daily basis. You know what it takes, and constantly reinventing the wheel is not the way forward. I was talking to a retailer friend of mine the other day, and he said this to me; ‘The difference between you and me, you see, is that…

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You're a brand, whether you know it or not

And in my opinion, it’s very important to know what your brand is. But what is a brand anyway? One of my favourite games when training media sales people is ‘define the word ‘brand’ without using the word ‘thing’. Try it. Can you do it? The term ‘a badge of reassurance’ has been used and…

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A sales strategy masterclass from Spartacus the Gladiator

Warning, adult themes, strong language and violence There are two main themes to pick up from Spartacus in this brilliant series produced by Starz and starring the fabulous but sadly lamented up and coming Welsh actor Andy Whitfield. (What a tragic waste of talent by the way, such a sad loss to his young family and…

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Trust, Like or Respect?

Whats the best outcome for you from your first call? What would you like your client to think of you after your first meeting? First impressions last right? So it’s really important to nail it on the first call… So lets look at each of them in turn, starting with trust. Everyone wants to build…

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The 3 Secrets to Success

Activity! Activity! Activity! Unfortunately, there are no two ways about it, no easy answers, no short cuts. Sales is a process, and putting more into the ‘front end’ results in more out of the ‘back end’ There is a caveat. And that is that you are not a complete blithering idiot. That you can string a…

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Seth's Blog: Open conversations (or close them)

Seth’s Blog: Open conversations (or close them). I’ve put a link to Seth’s blog here for a quick look, and by way of introducing him to you guys! if you enjoy his work, click at the bottom of the page, on Seth’s blog Even better, subscribe! It’s really good

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Negotiation is all about 'win – win' right? Wrong!

I’m sorry, it’s just more bad sales advice Think about it. Think about your own experience of buying things. Especially big ticket, or high involvement things. Like a car maybe? or a house? A holiday perhaps? Ok, remember that feeling you have immediately after the purchase was concluded? Did you ever get the feeling the seller was…

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