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…
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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…
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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…
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'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…
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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.…
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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…
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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…
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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…
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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…
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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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