The 20th century approach of one-upmanship, although still encouraged by many traditional sales managers, seems to be slowly retreating into the shadows of the past as crude and old-fashioned. Polar…
Need you daily fix of self-help tapes/CDs or guru books to get you pepped up to sell. Have a fragile positivism about sales, which bursts at the slightest criticism. Can’t…
It has often been said that very strong negotiation skills are critical to being a high performing sales person. However, findings from our “sales force fitness” profiling work, where we…
Stop for a minute and reflect: What is your view of selling? Has your perception of sales changed over the years? Your answer is most likely ‘yes’ if you are…
What is the line between motivating sales staff and manipulating sales staff? How do you make sure you don’t go over the line and place people under extreme pressure to…
Like many people, I have always been curious about what makes “great sales performance”. This is a perplexing question that has been asked and attempted to be answered by many…
Today it’s not uncommon for some people to stretch the truth in order to get a job, get a sale, get ahead or just get noticed, but this behaviour raises…
Have you ever looked at who most company brochures are written for? Every sales person or manager I have posed this question to looks at me sheepishly. Their gaze is…
Yet another brochure has landed on my desk inviting me to learn the tricks on how to sell successfully. I wonder how many people will take the bait this time….
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