Category Archives: Attitudes & Behaviours

7 things you need to know about the Craft of Selling

We can agree: Everybody lives by selling something – whether it be ideas, initiatives, visions, products, services or solutions. Selling is ubiquitous – ever present in our daily lives, internally and externally.  Selling is the vehicle that allows opportunity to flourish and people to prosper. Nothing happens until something gets sold. However: As ever present […]

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Unethical Selling, not Selling, should be on trial at the Banking Royal Commission

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With the handing down of the Interim Report from the Banking Royal Commission, Commissioner Hayne was scathing in his assessment of the banking finance sector, especially the big 4 banks and large insurance and investment firms, such as AMP, for enabling their cultures of greed to flourish at the expense of customers’ wellbeing, principled and […]

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Sales Trend 9 – Personal Branding is a must have asset

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Key terms: social media, consistency, engagement, results Guest author: Josh Schmalenbach Sales Trend 9 from our 12 Sales Trends Report for 2018 is about social selling. As technology and the internet have evolved, our access to information has also vastly grown. Never before has it been so easy to find out so much about a […]

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4 Questions to Test if your Sales & Prospecting Tactics are Ethical

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Do other people stand to gain from your sales tactics and actions? Do your sales tactics and actions have a positive influence on your own and others’ well-being and self-esteem? Do your sales tactics and actions move you and your customer closer to your respective short- and long-term goals? Would most people approve of how […]

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This didn’t happen in my time …

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Today it happens it is the same to be decent or a traitor To be an ignorant, wise, a pickpocket, a generous person or a swindler All is the same, nothing is better They are the same, a fool and a professor There are no failing grades or hierarchy, the immoral people have caught up […]

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Why a Fair Exchange of Value goes beyond exchanging money for goods

Fair exchange of value

At its simplest, selling and buying is about a transactional exchange of a service or product for money. For simple, low cost, transactional sales, where we may have little vested interest in the other person or company providing that product, we may not reflect as deeply on our buying interactions with them. However, if we […]

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6 Tips on How to Sell Value and Reposition Price

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One of the most widely reported reasons for a sale to stall is price. Salespeople often get stuck in the price conversation that only leads to the selling organisation discounting their offer, or the prospect going with another provider. But it needn’t be this way. Clients and prospects get into these conversations because there’s nothing […]

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Is your organisation your worst ‘Sales Blocker’?

Many articles have been written about the many, many excuses salespeople come up with as to why they haven’t hit their sales targets, why they find it hard to sell, and so on. The accusatory finger always seems to be pointing at the salespeople. And sometimes this is fair, however, there are many reasons why […]

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Is your sales team Sinking or Swimming?

Even with the wide availability of information, sales training resources and systems to get salespeople up to speed and selling, too many salespeople are still being thrown in the deep end without any support or induction, and are expected to sell. Now, if you are an experienced salesperson you would probably navigate your way fairly […]

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Sales Leadership – the power of preparedness, curiosity and courage in times of flux

BarrettSalesTrends2018-logo-Sales-Trend-7-Sales-Leadership-the-power-of-preparedness-curiosity-and-courage-in-times-of-flux

Sales Trend 7 from the Barrett’s 12 Sales Trends Report for 2018 is about leadership, in particular, which characteristics are key for leaders in times of flux. The state of flux we are experiencing, is bringing about a shift in the top key qualities required to be an effective business executive and leader. It’s not […]

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