‘Bit of Fluff’ Blog

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Virtual Conference Follow-Up

Networking – we miss the days of time out of our bedroom/office, travel to a new place, often staying in a posh hotel where someone makes the bed for you. Hanging out with our business contacts around the coffee bar, the late night bar, the dance floor, the meeting tables. Able to hug and air…


Hiding from ‘sales’ calls?

So, you have a great product or service. You have some leads. Emailing isn’t bringing in the sales though. They’re not replying to your pithy social messaging. They’re not converting leads to orders. So what do you do? You have to call. At some point, you have to get on the phone. You know this…


Sales don’t end at the sale..

If you want rebookings, don’t dump them after they’ve bought. What happens after you take a booking or sell your service or product? Is it then processed and delivered by someone else? How much do you check up on that? Taking a booking then leaving the client in the hands of colleagues to deliver may…


Be FAB! Benefits-led selling tips

We’ve all done it. It’s an easy habit to get into-listing the features of your product or service. Yet we know that clients buy the solutions to their ‘pain’, not what your product offers. A sales technique known as FAB is quite useful to revisit, do you know it? FAB stands for Features, Advantages and Benefits.…


In defence of sales

Not every salesperson is motivated by cash. Not a surprise to anyone that’s seen Maslov’s hierarchy of needs, of course, and not a bolt of revelation for those that have to motivate a sales team of mixed personalities. Don’t get me wrong, some people are. Many salesfolk actually. But are they motivated by money, or…


Using the ‘5 Whys’ Method in your sales team

We already know that asking good questions is key in discovering customer need. We know that open ended questions are better than closed. So it shouldn’t be too much of a stretch to use the 5 whys method in your sales team What is the ‘5 whys’ method? Originally coined by an inventor at the…


Zoom Fatigue? Why? And 10 tips.

So we are mid-pandemic, or hopefully coming out of the other side of it now, but many people have successfully kept the wheels turning by working at home and very quickly adopting videocalls as a way to keep in touch with their teams and clients. Videocalls are awesome. They’ve saved us, really, in this time…


Expand your client base

Having the lion’s share of your sales coming from one market or handful of clients can be bittersweet. On the one hand it’s comfortable with regular, predictable income. On the other, it links your success to theirs, if they struggle, you will too. For and Against When starting up you find your niche and excel…


Unique Selling Points are out! Combined Selling Points are in!

We love going through the features and benefits, and of course unique selling points of the companies No Fluff works with. It’s good practice to go through these regularly as we tend to take certain things for granted in our offering, and it is re-energising to get the whole team excited about what you offer.…


Sales Acronyms. Clean ones.

There’s no getting away from acronyms, I’m afraid, and I am guilty of using a few myself, though usually I say them in full first. I thought it might be helpful to list a few, in case you come across them and don’t want to ask! Feel free to add! ABC – Always Be Closing.…