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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Sales Lessons from a Fossil Hunter

Here’s a timely reminder for all salespeople and coaches from a real life fossil hunter. The idea of hunting for fossils fascinated me and my three children whilst on holiday in Dorset’s Jurassic Coast last month. I mean the chance of uncovering a dinosaur or two was just too much for us all and it was this that drove us to the famous fossil shop at Charmouth. Owned and run by a real life professional fossil hunter, the shop was a paradise of fossils of all shapes and sizes. And…

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Times they are a changing

Times they are a changing Sang Bob Dylan in the swinging 60’s but I don’t think the poor old busker was singing that tune as we all passed him by on the busy Central Line below Oxford Street in London. I wasn’t the only one wearing them. Indeed at least half the busy commuters were wearing them…earphones of course attached to iPods feeding us music of our choice to block out the torrid boring commute. Almost everyone you turned to had earphones in their ears and if you singled out…

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