When talking about your product to prospects can put you in trouble…

Photo credit: Phil

Greeks invented the democracy. And they had an interesting way of voting. They used beans. A white bean was a vote in favour of a motion, a black bean was a vote against. The vote had to be unanimous for the motion to go through. So should the jar with the bean topples and the beans fall down, revealing a black bean, it meant something had been revealed too early and the vote had to restart. Hence the expression spilling the beans…

 

Well, nearly…

This expression might not be entirely due to the Greek way of voting (it isn’t).… Read the rest

Why questions asked need to be qualified first and how to do so

Photo credit: personal stock

School days. Happy days. Lots of memories. The exuberance. The total lack of worries. School friends. Long school holidays spent in the South of France. The teachers I loved. Those I, well, liked less. And these happy moments when, as the teacher asked a question, I knew the answer, raised my hand and was just so eager to share my knowledge with the teacher and my class mates.

Sadly though, I came to realise that this eagerness to answer questions was a terrible habit we picked at school and that it was well worth trying to control this urge.… Read the rest

Bring the future forward. Kids do it.

 

 

The Sunday morning breakfast table was full of home made goodies: caramelised french toasts, chocolate filled brioche and pain brioche. Whilst eating these, the conversation was focused on what we would to in the afternoon after rugby training. And one option was starting to get a lot of the kids excited: going to a massive swimming pool with loads of slides and games. However, there was some work to do that hadn’t been done on Saturday. The conversation went a little bit like this:

“The pool sounds like a possibility but you haven’t done your homework yet., notably the French exam.

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How to turn an interesting meeting into a productive one

Photo credit: James Merhebi

Imagine this. You just walked out of a meeting with a prospect in a nice office in Central London. The conversation flew very well. Half way through the meeting, your prospect arranged for one colleague to join. She also arranged for some tea and biscuits to be brought in. A nice caring touch she didn’t have to do. And the meeting finished by the prospect saying one of these encouraging sentences:

“That was interesting. Can you send me some more information?” or “That was an interesting meeting. I will relay this internally and we need to catch-up on this.”… Read the rest

Three reasons why enthusiasm doesn’t sell

Photo credit: Michael

Have you looked at job description for sales people lately? Have you noticed that all sales people have to be “enthusiastic”. Yeap, because sales people deal with people so they have to have that enthusiasm for their product and service. And this enthusiasm will naturally be persuasive. Because a prospect is naturally convinced by a salesperson that is knowledgeable about their product and so positive about it? Isn’t this right?

Another way to demonstrate our enthusiasm is to arrange a “demo”. In the technology industry, a demo is more often than not the first step a sales person is going to organise when dealing with a prospect.… Read the rest