A selling secret for a growing economy

It’s been official for a while – we’re out of recession and into growth here in the UK. I think we all knew this many months ago but since the last recession just seemed to drag on for absolutely forever, we erred on the side of caution. There are many differences with consumers when in recession compared with boom times but the one I want to share may well change the way you sell. We’re all familiar with the salesperson’s questioning for needs and wants so we can match our…

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Stop wee weeing over your customer

It’s a battle all parents have and never win. Preventing their little boys from wee-weeing and missing the pan. I heard the same phrase used the other day and the sales manager said he wanted his team to stop wee-weeing over their customers. Aghast I was on hearing this term. But he went on to explain that it meant talking to the customer all about us, our company and products, in other words talking about us or we. Hence the phrase wee-weeing. So next time you see your sales team…

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