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…
Understandably everyone wants to save money, especially in these times, however we need to be aware of falling victim to false economy. False Economy is an expression that refers to…
After thousands of hours of study and many years honing technical skills to be a competent professional in your chosen field, it can come as a rude shock that you…
‘Everybody lives by selling something‘ was the trend, in our 12 Sales Trends for 2010, voted as second most important for businesses in 2010. It is a very significant trend…
Everything lines up: your solution is a very good match for the client company, you have ticked all the boxes but the deal is rejected. You are perplexed and confused….
Many sales people will tell you one of the biggest worries in sales, besides prospecting, is dealing with customer objections. Its true many people do not like dealing with objections…
In December 2009 we published The 12 Sales Trends of 2010 and invited readers to vote on what they thought are the most important trends in sales. Thank you to…
Building on my article ‘Where is my inner six year old when I need them?‘ using effective questioning techniques is one of the most significant key differentiators between a person…
What’s happened to having a pleasant, hassle free customer experience in this country? We are hearing more and more war stories from customers. Some go to buy something and are…
The virtue of Fidelity is often associated with personal relationships, in particular, marriage. However, I would like to propose that we consciously extend this virtue to all aspects of our…
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