Rapportselling

How to Sell to Gen Ys

Paul Archer — Tue, 07 Sep 2010 18:39:30 +0000

Is it a movie, is it a 3D movie no it’s a…

Have you seen this poster on billboards, the tube, at rail stations? On first glance it looks like a push for a big movie. It has that same style, format of a big blockbuster movie.

Have you been Google’d Recently

Paul Archer — Wed, 18 Aug 2010 06:48:11 +0000

Have you been Google’d Recently

We’ve all heard the story of the friend who was about to get the dream job, then failed at the last hurdle because the employer checked them on the internet and found some embarrassing photos of their stag do on Facebook.

Give Your Customers an Action Plan

Paul Archer — Wed, 18 Aug 2010 06:34:45 +0000

At the end of most of my sales workshops, I always ask the group to determine their next steps following the learning they’ve just enjoyed. Experience tells me that if I don’t, many of them won’t take the action steps needed to put the learnings into practice. I’ve been known to photograph them with their action plans, and email these to them a few weeks’ later as a gentle memory jog.

Sales Lessons from the Oil Spill

Paul Archer — Fri, 13 Aug 2010 19:35:29 +0000

What a terrible tragedy the Gulf oil spill is for everyone concerned with effects far and wide. Fisherman, hoteliers and FTSE100 investors.

Solutions not Problems

Paul Archer — Sat, 07 Aug 2010 11:29:48 +0000

Our building work has thankfully all but finished and I look back with fond memories of our builders. Not. One foible that used to really wind me up was their ability to bring problems to me on regular basis and this used to cause me all sorts of stress.

Solving Customers Problems the Condor Way

Paul Archer — Sat, 31 Jul 2010 10:27:01 +0000

Later this month we’re over to France again for our summer holiday. Can’t wait. Once again we’re travelling with Condor Ferries – wouldn’t use anyone else. Why? Let me explain.

The Fathers Day Card and Assumptions

Paul Archer — Sat, 10 Jul 2010 08:54:09 +0000

Last month was Fathers Day here in the UK. And if you’re a father, like me, you get to put your feet up for a whole day, have lots of attention and get the Fathers Day Card treatment.

And it’s the cards that tickle me everytime. They’re just so corny, so stereotypical of a dad. Beer swigging, football watching, bad fashion sense, always moaning about the bills, tissues in cardigans.

Marketing Point System

Paul Archer — Tue, 06 Jul 2010 17:49:53 +0000

Many of you might use the water cooler at work to do it, some people use Facebook for it, others LinkIn.

I go to coffee mornings to do it. I’m talking of membership of various associations which helps me keep abreast of the latest issues and developments in my profession and network. And naturally what’s involved with association membership? Attending meetings.

My wife jokes and calls them my coffee mornings.

It’s all in the head

Paul Archer — Sat, 19 Jun 2010 09:31:04 +0000

Today I’ve been helping some sales people learn how to pick up the phone and call new customers. Sounds pretty easy really but as soon I mentioned they were going to be phoning people who weren’t expecting their call, they froze. You could visibly see the fear in their eyes.

It’s all in the head.

WIIFM

Paul Archer — Sun, 13 Jun 2010 19:29:16 +0000

WIIFM Broadcasting. No it’s not an American Radio Station broadcasting out of Los Angeles. It’s something all customers ask themselves when you ask something of them. It’s also a motto for the Gen Y’s Generation – these guys are coming of age now, and are potential customers.

WIIFM should be the guiding principle for every customer interaction we do. Let me tell you more.