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…

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Have you Iggy Popped what you sell?

Outside Gloucester Rail Station I just had to photograph this billboard. It’s such a great ad. I bet you’ve seen it before. You know its selling motor insurance, or I should say Iggy Pop is selling insurance in his unique fashion. You also know, that Iggy says that he’s not selling insurance…he’s selling time, hence the stopwatch on his forehead. And that’s Swiftcover’s main USP. You free up time to spend in other areas of your life. I remember buying my first car insurance, when I was 19, from a…

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Have a conversation not an interrogation

What do newly trained coaches and my daughter have in common? They keep butting in with a prepared question just after the other person is talking. I noticed this the other day when I was assessing some newly trained sales coaches. They were so wrapped up in getting the right questions asked to achieve their GROW model or FISH model or PESOS model, or whatever they’d been taught, they forgot to listen to exactly what the other person was saying. They seemed to be butting in all the time. My…

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