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…
How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person – ably resourced with the…
Earlier this year we had the opportunity to put a client’s field sales force through the Barrett Sales Fitness Circuit to test their sales fitness. The Sales Fitness Circuit is…
‘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…
‘Getting back to basics’ is our 2010 Sales Trend #3 as voted by you, our readers. Despite the positive start to 2010 in Australia, especially compared to other post GST…
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…
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…
One of the biggest issues for sales people is knowing the right questions to ask customers. In our experience many people complain of not knowing how to structure questions, or…
Whether we are working for a private or public company, a “not for profit” or government institution, all of us are in some way competing for access to a revenue…
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…
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