Today people are looking for honesty and authenticity and do not have time to be misled. They want to work with people who are what they say they are. They…
Clients don’t expect to be coerced, bullied, tricked or intimidated into buying. They don’t expect to be treated like an idiot by sales people who just talk at them and…
The 20th century approach of one-upmanship, although still encouraged by many traditional sales managers, seems to be slowly retreating into the shadows of the past as crude and old-fashioned. Polar…
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…
As the New York Stock Exchange is now looking at “employee engagement” as a significant predictor of higher share value and market return, and given we are all competing, not…
The “gender” discussion highlighted by my Sell like a Woman project, articles and other research leads people to believe that women are doing things men cannot because of gender. And…
Stop for a minute and reflect: What is your view of selling? Has your perception of sales changed over the years? Your answer is most likely ‘yes’ if you are…
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 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…
Have you ever looked at who most company brochures are written for? Every sales person or manager I have posed this question to looks at me sheepishly. Their gaze is…
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