Monthly Archives: April 2012

Every Sales Person Starts as an Educator

Educate and facilitate

‘Educate and Facilitate’ was voted by our readers as the fourth most important sales trend in Barrett’s 2012 Sales Trends Report. With the 21st Century ‘selling’ not being about features and benefits anymore what has taken its place? Effective selling is a journey from education to opportunity. To sell something we need to educate in […]

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So What Does Being Strategic Really Mean?

Hand drawing a game strategy

With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming ‘commoditised’,leaders and management are looking for an effective alternative. Everywhere you turn these days companies are (or want to be)’strategic‘. The challenge is, many business leaders and their management generally don’t say what […]

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Top 10 Tips when Negotiating

negotiation

Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. Negotiation is a process and a skill that can […]

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Seeing with New Eyes

eyes-of-a-tiger-on-a-butterfly

Joel Barker, a Futurist, has been a favourite thinker of mine for many years. His way of seeing the world with new eyes, his openness to possibility has inspired me to dream and explore the world. In times of unprecedented change we can be forgiven for feeling scared or worried. We can find ourselves looking […]

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