In 30 seconds Theory of Mind (ToM) is all about understanding that others have unique thoughts, feelings, and viewpoints. It’s key for navigating any relationship, from work colleagues to family….
In 30 seconds Asking for a discount can be customary or a signal of needing expense justification. For businesses, avoiding unnecessary discounts is crucial. Discounting devalues offerings, sets poor examples,…
In 30 seconds Selling is much more than completing transactions, particularly in B2B and complex B2C environments. Delivering value is crucial for building long-term relationships with customers. To shift to…
This is not the first time I have written about Race to the Bottom issues, nor will it likely be the last. However, I am prompted to raise this topic…
No more games*! Now more one-upmanship! No more outfoxing, outsmarting or outwitting others at their expense! Instead, what about playing it straight and acting with honesty, integrity, and transparency? What…
In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis. At that time, having conversations with business leaders across Australia and internationally, we…
When a seller and a prospective buyer first meet, there’s the initial formal stage (which includes the non-committal small talk) where everyone is sussing each other out, finding common ground,…
For too long sales has been seen (and promoted) as combative – us versus them – an arm wrestle on price and terms, a face-off as we sit opposite each…
What is the difference between Generosity and Reciprocity and why does this matter? In simple terms and for the purposes of our work in sales and business, and maybe life…
Sales Trend 6 from the Barrett 12 Sales Trends Report for 2019 is about how successful salespeople are rising to the challenge of rebuilding trust at a time when trust…
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