Once upon a time in door-to-door encyclopedia sales

by George Pastidis

Every time I hear and see a professional seller wasting her time and her prospect’s time with dropping pointless features, despite the fact that she is familiar with all the necessary related sales research and models that have been talking about identifying and answering the customer needs for several decades, I cannot avoid remembering my very first sales experience and training I had, back in 1984 read more…

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Defeat or tactical retreat?

by George Pastidis

I had imagined this post a lot different. Keeping a log of the running activity during my preparation for Paris Marathon, the idea was to write two stories where in parallel to the marathon prep, I would examine a key sales deal of a major account. That would give me the opportunity to discuss the similarities when it comes to successes, failures, drawbacks, restarts and in the very end, finishing the marathon and wining the deal read more…

Talent versus Skills: which one you value more?

by George Pastidis

Last Saturday, I was struggling to finish a challenging 22km run in the rain. I was desperately looking for something to focus on, so I can stop thinking to give it up. I remembered that a friend had asked me to write about the eternal dilemma: Talent vs Skills. My mind travelled 30 years back in 1987, when the National Basketball team of Greece won the Eurobasket Cup which must be the biggest sports achievement of my country. Perhaps because it is the very first one in team sports read more…

Scout your way in life

By George Pastidis

It was a couple of days ago when I ran into the interesting site of MCE, talking about leadership and the business skills needed today: ”… it is important that you focus on three key areas of leadership – Leading Self, Leading Others and Leading Business.  You need to start by understanding yourself and your personal strengths. You need to ensure that you have all the necessary skills to work and communicate with your peers and colleagues throughout the world. Then, you need to gain the skills and knowledge to engage and motivate your teams towards common business goals. This also includes formulating a vision, setting the strategy and communicating it. Finally, you need to make sure you have the business skills for your specialized area in Finance, Marketing, Sales, Human Resources etc.” read more…

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Seven different ways to propose to our customers

by George Pastidis

After working many years in sales, sales training and sales learning & development, I have been exposed to a bunch of great different ways and models for proposing to customer.  I guess, we all have, one or another way. We all have heard of terms such as features, benefits, advantages, unique selling points, differentiators, insights etc. I do not mean to underestimate these concepts that significant training companies have come up with and they are usually based on serious research. They help us have a common understanding, speak the same sales language and get more effective. However, us that we do not sell “sales training” but we only want to make use of for getting the job done, we must have a clear picture and be able to put things in the right order in terms of sales effectiveness read more…

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