‘Walk a mile in my shoes‘ is a song written by Joe South and made famous by Elvis Presley. The song is very much about challenging closed mindedness, respecting and…
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…
Style adaptability is where a person can read another person’s preferred communication style and adjusts their own communication style to that of the other person, thus making shared communication and…
Sales numbers and sales processes should be understood and owned by everybody in your organisation. In today’s world if you are not directly in sales you are supporting someone who…
First of all what does CRM stand for? CRM = Customer Relationship Management. The concept of CRM has been around for a long time. The original form of CRM was…
There are many things written and said about effective sales people, effective leaders, successful entrepreneurs, great teams and so on. Many descriptions are in circulation. There is an overabundance of…
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