Wise words to handle sales pressure

How do you handle pressure in sales and sales management?  It’s one of the supreme causes of salesperson and manager burn out. Once the rugby season finishes in April, my wife’s face lights up and she hands me a list of jobs for me to do around the house and garden. The first Sunday was the turn of the strimmer. Unfortunately it happened to be the hottest day of the year and regrettably you have to dress for the occasion. Boots, thick trousers, combat jacket, hat, safety glasses and rigger…

Read More

How to handle meetings in busy crowded areas

Do you ever have to meet clients or colleagues in crowded areas to have a meeting. Starbucks, busy hotel lobbies, reception areas, service stations. Unfortunately it’s the sign of the times and we don’t always have the privacy of a room. Read on and I’ll share some ideas on how you can get the best out of these meetings. I could just see the Prudential logo on her notepad so I guessed she was a financial adviser meeting with a prospective client in a hotel reception in deepest darkest Suffolk.…

Read More

We buy on emotion and justify on logic

You’ve probably heard it a number of times before but it’s so true – people buy on emotion and use logic to justify their buying decision. We emotion sell don’t we. Let’s spend a few minutes now seeing how we can capitalise on this… This year I failed to get to the Glastonbury Festival which I’ve been able to attend every year for quite some time. Awfully disappointed I was, especially as the festival approached, and the TV and the newspapers were saying what a brilliant Glasto it was going…

Read More