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Category Archives: Collaboration

Why everybody lives by selling something – part 2

For some time now I have been testing the concept of ‘everybody lives by selling something’ with almost everyone I meet, including senior leadership teams (comprising of HR, Finance, IT, Operations, and Sales), primary school teachers and administration staff, senior banking risk professionals, and health professionals (including my podiatrist and GP). I am curious to […]

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What’s in a relationship?

    The term ‘Relationship Selling’ is often bandied about by sales managers and sales people without properly defining what it really means.I often hear “We are in relationship selling” or “We need relationship sales people” however what I do not hear being asked is: What type of relationship are we talking about? What type […]

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Be Consistent & Keep Your Customers Happy

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 people. If left unchecked this leads to confusion, frustration, wasted time, wasted effort, impaired brands and reputations, lost revenue and lost customers. These issues don’t […]

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Contact vs Connection

Know the feeling when you make contact with someone and you both promise that you will keep in touch but never do? Or someone you met briefly at a function, where you exchanged business cards, calls you up asking for one favour after another never seeming to return the favour? Or others still who seem […]

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Trust-based relationships

I typed ‘Sales’ into youtube.com the other day just to see what was on offer. I have to say that some of the initial videos displayed on the front page were very disappointing indeed, especially when it came to building trust-based relationships with clients. One well-known speaker was spruking ways to get your prospect to […]

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It’s all about the relationship – don’t they get it?

I was out on my daily morning walk yesterday and found myself reflecting on the value of relationships – personal and professional. Due to the growth spurts of my 2 boys I often find my daily walk includes a stop at a well known bakery and our newly adopted local fruit shop. This is where […]

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