Do Modern Buyers Have Power?

On our annual holiday to France last year, I decided to modernise.  Not with my choice of trunks - I couldn't cope with those mini Speedo briefs on the beach nor could my wife.  No this time, I upgraded my Sat Nav mapping to include maps of France so I could rid myself of paper maps for ever. This decision set me back £25 rather than the cost of a map book, around £8 for a large version.  So what made me do it? Its quicker, causes less stress, it's…

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The Naked Salesperson

Go naked. The Naked Salesperson.  Sounds pretty frightening doesn't it - a naked salesman or woman?  But don't get carried away with my latest idea I don't mean that kind of naked. I mean without the usual sales meeting trappings. By usual trappings I mean, product brochures, leaflets, laptop, presenter etc.  The things we take along to show information to our customer and present our products. A major IT software company did some research into their salesperson's practices and found that those that went naked, built a better rapport and…

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Making your product appear scarce

What's your favourite Sunday roast joint?  Beef, chicken, lamb?  We asked our three children at the beginning of the year which they preferred and unanimously they said pork.  The salesman in me made me ask a few questions as to why and immediately they all replied "we love the crackling, the meat's just OK" And when I asked them which meat they preferred they admitted they weren't really keen on pork as a meat, they actually preferred chicken but they'd choose pork every time as they adored the crackling. Now…

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