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…
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…
I have noticed that good sales people are often great storytellers. They have the ability to find the right story to resonate with your situation. They speak from experience and…
Giving away the margin and undercutting your prices because you can’t say ‘NO’ is no good for anyone. It devalues you, your product, and your market. If done on mass…
I confess, like most sales people I do not like – no I hate – paperwork and administration, because in my experience most of it is unnecessary. Aggh! I hear…
It has often been said that very strong negotiation skills are critical to being a high performing sales person. However, findings from our “sales force fitness” profiling work, where we…
If I hear “Oh let’s exceed our customers’ expectations” one more time I will scream. Usually my response is: ‘Why don’t we just meet their expectations in the first place?’…
Last week I explained that my blog is called Sell Like A Woman because there is an increasing body of research overseas showing that woman are often outperforming men in…
I was working from home when the phone rang. No sooner had I finished getting the greeting out of my mouth than the distant monologue began. I somehow worked out…
I was out on my daily morning walk yesterday and found myself reflecting on the value of relationships – personal and professional. Due to the growth spurts of my 2…
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