ffrwd, Author at Mercuri International

Author: ffrwd

Steve wound up his presentation with a flourish. “Just that my second name isn’t Jobs” he told himself. “But otherwise I came fairly close to the maestro”. To be fair to Steven, his project presentation to the CEO and the senior leadership had a Jobs-like...

  From the Desk of Sales Director, TUV Motors Dear Colleagues, Our quarterly sales numbers have been less than encouraging for the second quarter in a row. What is of even greater concern is that our actual numbers are no where near the projections we had...

Master Group selling, in 3 easy-to-follow steps   Martin stared at the mail in disbelief. He had made what he thought was a winner of a presentation at Prometh Hospitality Inc. for airconditioning their upcoming hotel project. He had, only 3 days ago, made a compelling case...

Do you make best use of the easiest way to sell?           Dan thought Ronald was much more than a boss. He was a mentor. Reveiws with Ronald were learning experiences. This one was no different. Leafing through Dan’s monthly sales report, Ronald complimented – “I like...

  Are your sales calls missing these elephants in the room? Two adjacent circles. John finished drawing them and stepped away from the whiteboard. He faced several pairs of of eager, curious eyes. Capping his marker, John explained “Think of these circles as influences at work in...

Harry was young for a Country Sales Head. Hard work wasn’t the only positive that had propelled him quickly up through the ranks. He was charismatic, assertive, convincing and resilient. Above all, he could lead people. Now with a team of 60, to manage commercial...

Salesperson: “Good Morning! I am Marc. I represent Lactotech Solutions. I understand you have more than 3 decades of experience in milk processing and distribution. What do you think about the state of dairy farming today?” Customer gives an overview of the industry and hints...

Four critical steps to manage large order sales   Stuart’s audience of front line sales reps was stunned. “ When airconditioning hospitals, cooling is the least of worries” Stuart told them, introducing them to new sales initiatives planned at Aurora for the current year. Into his...

Beat your negotiation blues  “Selling is fun. It is negotiations I hate” declared Ganesh. Vipin, the Area Sales Manager eyed him sympathetically. Bright and hardworking, Ganesh had earned his spurs within nine months. His understanding of complex engineering issues was a big help in introducing solutions...