Gerry Harvey, (Harvey Norman) was recently bemoaning the culture of discounting in our retail sector. He was saying that retailers had lost the plot and didn’t know how to sell…
Run a mental checklist over your client base right now. Who fits into the ‘good’ client list and who falls into the ‘bad’ client list? It all really depends on…
First of all what does CRM stand for? CRM = Customer Relationship Management. The concept of CRM has been around for a long time. The original form of CRM was…
In the world of sales there has always been the following advice for customers and for good reason: Buyer beware Read the fine print If it’s too good to be…
I often get requests by sales mangers for negotiation skills training for their sales people when in fact upon further investigation their people usually need consultative selling skills…
Each week we meet and speak with a variety of prospective and/or existing clients who have problems they need solving in our area of expertise. It is more than likely…
Just one idea can positively transform your life, career, income and wealth. As I have written before, in uncertain times, we can let the negativity of current events and others…
As markets tighten and people’s sentiment can tend towards the negative it is critical that we don’t get spooked. As mentioned before in the article about “Watch who you let…
Ever misinterpreted or missed hearing important information which meant that you missed a vital opportunity? You’re not alone. Listening has always been, and still, one of life’s most vital skills….
One of the things that frustrate me the most as a customer is inconsistent service standards, inconsistent procedures and people’s inability to deal effectively and honourably with different types of…
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