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Category Archives: Communication

Count your chickens

Everyone I am speaking to, at least, are aware they are working in a softening market. Some businesses of course are counter cyclical, meaning they can make money in these tougher times i.e. outplacement firms for all the obvious reasons, but they are more the exception. If you market is softer or heading or a […]

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Prayer and purposeful action

I awoke early this morning to the sound of gentle rain falling and found myself immediately praying for more. This prayer came automatically during one of the most tragic weeks in Victoria’s history with the tragedy of the bush fires in many parts of our state. As a Victorian I have found myself upping my […]

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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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Leadership, Sales and a Clear Message

Welcome to 2009. Over the summer break I was talking with a number of friends about what 2009 will hold for us, our families, our communities and our businesses. Without exception, we discussed the current and possible effects of the GFC (global financial crisis) on our markets and especially on our thinking and our actions […]

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Seeing the world from your client’s perspective can make for easier sales

Each week we meet and speak with a variety of prospective and/or existing clients who have problems they need solving in our area of expertise. It is more than likely we will deal with a mix of clients: some with little or no understanding about what we really do and those with previous experience, knowledge […]

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Don’t take your frustrations out on your customers

As mentioned before, Sales and Service roles are not for the faint hearted and can often take their toll on your good nature, your energy and your ability to deal effectively with frustrating issues, especially when you put in the effort to do the ‘right thing’ by your customers and it is not appreciated, acknowledged […]

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Take Note

I would like to focus on something, that at first glance, may appear rather trivial. In fact it might seem so inane that you are wondering why I am even writing about it. It’s ‘note taking’. I learnt a very salient, if not embarrassing, lesson in my early 20’s. When in my first sales consulting […]

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Are you really listening?

Ever misinterpreted or missed hearing important information which meant that you missed a vital opportunity? You’re not alone. Listening has always been, and still, one of life’s most vital skills. With so much competing for our time and attention I have found the effectiveness of mine and others’ listening skills are being increasingly challenged. Where […]

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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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Culture and Communication

Selling and servicing across cultures is more common now than it has ever been. And as more and more of us come across international sales opportunities I thought it would be worth while looking at some of the challenges we may come across when trying to communicate effectively cross culturally in sales or other business […]

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