Category Archives: Communication

Learn to say ‘NO’

Giving away the margin and undercutting your prices because you can’t say ‘NO’ is no good for anyone. It devalues you, your product, and your market. If done on mass then customers expect ‘cheap’ all the time, not fully appreciating the real value of the products or services they buy. All you do is risk […]

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Constipated by information

I confess, like most sales people I do not like – no I hate – paperwork and administration, because in my experience most of it is unnecessary. Aggh! I hear some people say “information is vital for any business”. Yes it is, but not all of it. What information and how much of it do […]

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Influencing vs Negotiating

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 profile critical qualities for successful sales performance in many businesses, large and small, is telling a very different story. Before you invest your training dollars […]

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Exceeding customers’ expectations?

If I hear “Oh let’s exceed our customers’ expectations” one more time I will scream. Usually my response is: ‘Why don’t we just meet their expectations in the first place?’ Too many times the marketing hype (the promise) does not always connect with the sales expectation set up by the sales team, which doesn’t always […]

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Men are from Mars. Women are from Venus.

Last week I explained that my blog is called Sell Like A Woman because there is an increasing body of research overseas showing that woman are often outperforming men in achieving sustainable results in sales and client relationships. And I promised you I would start to highlight, from my research, what successful sales women do […]

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How not to make a prospecting call

I was working from home when the phone rang. No sooner had I finished getting the greeting out of my mouth than the distant monologue began. I somehow worked out that the woman on the other end of the line was calling from a charity. At the 30-second mark I interrupted her and asked her […]

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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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Who is your brochure written for?

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 averted and they appear embarrassed. They know exactly what I am talking about. What they are embarrassed to admit is that most of the brochures […]

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