Pump up your Influencing

Here’s a nice reminder of a very clever influencing model which helps sales managers who spend much of their time influencing and getting buy in to ideas and concepts. I was reminded of this when my Son, Lewis asked me for some advice of a personal nature. Now Lewis needed to ask for my advice on a very delicate matter. Intrigued was I until he announced he would like my help on how to ask a girl out for a date. What an honour. However I was never particularly good…

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How much?

One of the most problematic objections that customer pose us is the “too expensive” or “how much” one. Many sales trainers talk about piling on the value which is so right but here’s another little tip that’ll help you out next time your customer tells you that your product is too expensive. Living out here in the country doesn’t allow us to have the luxury of gas laid onto the property so we have to have Kerosene heating oil which is extremely expensive at the moment. To prevent the central…

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Car Boot Sale Negotiating Strategies

How does selling at a car boot sale compare with professional selling and negotiating? Actually quite a lot when you look at it. This morning, with the sun shining, we headed off to the car boot sale at Cheltenham Racecourse with the car chocker full of household items that the Archers no longer need hoping to rustle up some spending money for our holiday in Devon. On the journey over the whole family were asking me for some negotiation tips which, of course, I was happy to dish out. But…

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