There is a popular fallacy that salespeople are born, not made. Whilst there is some vestige of truth in the statement, it is not for the reasons made so popular…
Late last year we published the 12 Sales Trends Report for 2013 and released a brief summary of each sales trend in December. Over the year we will delve a…
‘Out of the mouths of babes’ is one of those expressions you hear adults utter occasionally. Often amazed at the remarkable or insightful things children say, I think we do…
A prosperous life after elite sport is critically important to elite athletes as many of them have dedicated the best part of their lives (some into their 30’s) pursing excellence…
In early 2008, as the GFC (Global Financial Crisis) loomed, I wrote ‘Watch who you let near your mind’. This was a timely reminder about the importance of maintaining a…
In this increasingly complex world emotions such as empathy, compassion and benevolence are emerging as critical qualities of highly successful people, teams, companies and communities. Even in the highly competitive…
With sales under pressure to perform in a market where differentiation has almost disappeared and so many products and services are becoming ‘commoditised’,leaders and management are looking for an effective…
Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view…
Listen or thy tongue will keep thee deaf… – Native American Proverb How long do we actually listen to another person before we start interrupting? How quickly do our own…
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…
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