Field Notes

Insights, inspiration and ideas. Observations on real-life challenges that our clients are facing and practical strategies to address them.

Why open answers kill your sales opportunities

On day one of sales training I expected you were told you have two ears and one mouth for a reason – you can sell more by listening. They explained how to ask open, rather than closed questions to get the prospect talking. Then there was the part about solutions rather than products, because our product is more than just a product, it helps the customer achieve something else. All

6 classic copywriting structures that still work today

Apparently John Emory Powers (1837-1919) was the world’s first full-time copywriter. Famous authors including F. Scott Fitzgerald, Joseph Heller, Dorothy L. Sayers, Salman Rushdie and Fay Weldon all spent time employed as copywriters. Writing copy that helps sell is not new, and many of the structures developed decades ago work just as well online and in social media today. Here are six structures that you can use to create interest

Why selling beads is easier than selling necklaces

Here is a scenario which will be familiar to many. You follow up a sales lead and have a meeting with the prospect. Your solution is a great fit for their business and you go away to prepare a detailed proposal. You put a lot of work into this proposal and the prospect is bound to be impressed. You go back and present the proposal. The prospect is indeed impressed,

How to read your buyer’s mind: handling the real objections

Objection handling is taught in every sales school, and we all have to deal with objections throughout our lives – from difficult customers to our nearest and dearest. I learned early on that an expressed objection was often not the real issue, and sometimes the individuals negotiating didn’t even realise what their underlying objection really was. Often we hear “it’s too expensive”, when the price isn’t the real issue but

A Guide to GDPR for business leaders and marketers (and 10 steps to take now…)

The new regulation The General Data Protection Regulation (GDPR) has been coming up a lot in conversations with business leaders recently. Although most people know it is very important, there are still many who don’t have a clear picture of what it is and what it means to their business. This short feature provides an executive-level overview and what you need to do about it. Hopefully it provides enough information

How BEARS can help us sell (or the psychology of buying)

Our amazing brains do more than think. Just like a computer, they have “background processes” constantly running, watching out for potential danger just as they have done for thousands of years to keep us alive. Now, most of us don’t have to worry about being pounced on by predators but our protective instincts haven’t caught up with our social evolution. That hidden brain activity is still operating and we can

5 Steps to Ensure Your Training Investment Leads to Results

……. “We spend money on training but we don’t see any result – is it worth it?” This is a common reaction at senior level, particularly in times of uncertainty where every discretionary spend is under scrutiny. My response is: make it worth it. The purpose of training is to change something – increase knowledge, improve skills or change behaviour. There is no point in training without paying close attention

Pig Farmer

How to choose measures that work

Weighing the pig Once upon a time, a group of simple villagers were facing rising meat prices. They decided to buy a piglet, fatten it up and share out the meat between them. They went off to a farmer to buy a piglet. “Here’s a great little pig,” said the farmer. “You weigh him regularly and you’ll see how fast he grows.” So the villagers took the pig home, and

How to transform your team’s performance and engagement using game psychology

Anyone who plays popular computer games or has children that do, will confirm that they can be highly engaging to the point of being addictive – particularly the massively multiplayer online (MMO) games. If people can be so engaged with gaming, why can’t they be as engaged in the workplace? A simple analysis of game psychology shows that there are a number of concepts that can be adopted very easily.

Gerald Rosen

How to deliver complex messages – successfully!

I am sure we have all done it – you have a great idea, an important message or a brilliant product and you explain it to your audience of colleagues, team or customers. But they don’t get it! How can this be? Surely they could see how compelling this is. But they couldn’t. Many of us fall into the trap of being so enthused about our message that we go