If you are in business for the long haul then you know the value of building your business relationships on solid foundations. Too many times people have fallen foul of…
Have you ever noticed your customers getting that glazed look when you tell them how fabulous you and your company are? Have you ever had your customers seem very agreeable…
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…
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…
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’…
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,…
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…
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…
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…
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…
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