You don’t have to discount price to win good business and good customer relationships even in tough markets. I mentioned earlier this year my team and I are working on…
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…
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…
I often get requests by sales mangers for negotiation skills training for their sales people when in fact upon further investigation their people usually need consultative selling skills…
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”…
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…
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…
In the sporting world it is expected that athletes make the time to practice, practice, practice and then go and compete or play the game. Through regular practice they hone…
I can honestly say I did not enjoy the early years of my sales career. I initially found it hard, relentless and sometimes really distressing. I was asked to do…
As markets tighten I thought we could reflect on some lessons learnt in the past by highly experienced, successful sales people. The following lessons are from some of the participants…
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