oi

Category Archives: Communication

Transitioning from the old sales paradigm to the new world of social sales

When I began my career as a professional sales person in the early 1980’s we were trained in product and client communication skills focusing on handling objections. We were given business cards, product brochures, a geographic territory of clients to manage and grow, and a car to get around in. We did not have mobile […]

Be the 1st to vote.

Read more ...

Why hiring or keeping the 600lb sales gorilla is a mistake

For many years the legend of the 600lb sales gorilla or Alpha sales superstar has been strutting the hallways and boardrooms of businesses. Often revered for achieving top of the league ladder sales results, yet feared by many for their aggressive, manipulative, ego centric, demanding, intimidating antics, countless CEO’s and sales managers have allowed these […]

Be the 1st to vote.

Read more ...

Are your listening skills costing you or making you money?

Who is really listening? Genuinely, sincerely and honestly listening? I’m noticing a lot more telling and a lot less listening lately. You only have to watch the ABC program ‘Q&A’ to see the number of politicians who have great trouble listening – to anything except themselves. They interrupt others giving answers to questions that were […]

Be the 1st to vote.

Read more ...

What’s the difference between a member, a client and a customer?

What’s in a name? Well, there seems to be some confusion in the market place around the terminology used to describe those people who pay us money for goods, services, experiences, donations, etc. Different industries can have different terms for the consumers of their products and/or services. We see terms such as customer, client, patient, […]

Be the 1st to vote.

Read more ...

We want more than a script

Hundreds of thousands, if not millions of sales people around the world use sales scripts. Used properly, sales scripts act as scaffolding or bridgework to earn us the right to have a meaningful discussion with our prospecting customers, members, donors or subscribers. The sales script is a well constructed set of guidelines that support us […]

Be the 1st to vote.

Read more ...

Collaboration – The New Competition

The New Competition was voted by you as the number 7 Sales Trend for 2010. Over the coming years, we will see collaboration become the new competition. Markets around the world are crying out for collaboration as innovation and differentiation become scarce in a sea of commoditised products and services. Sales people who see themselves […]

Be the 1st to vote.

Read more ...

Noise Reduction part 1

Noise Reduction was voted by you as the number 5 Sales Trend for 2010. About 20 years ago I was told that information was doubling every 5 years; 5 years ago it was every 18 months; 1 year ago it was every 9 minutes, so who knows how fast information is doubling now? Many business […]

Be the 1st to vote.

Read more ...

Are you ready for the phenomenon of Social Sales?

Social Sales was voted by you as the number 4 Sales Trend for 2010. Arguably, social media is contributing to the democratisation of information and, armed with this information, customers will demand different things from sales people and companies. Customers are tuning into online communities, blogs, forums, and social networks to gather information and make […]

Be the 1st to vote.

Read more ...

Walk a mile in my shoes

‘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 honouring differences, and learning how to get along with each other. However, I propose that it also has a lot to say to sales and […]

Be the 1st to vote.

Read more ...

How do I distinguish between a genuine buyer and a saboteur?

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. “It’s a great solution! It’s what they wanted and needed. Why are they saying no?” Building on from last week’s ‘How do I deal with […]

Read more ...

How can we help?

New Article Notification

Receive an email when new articles are added to the blog.

Ads by Google




Categories

Archives