If you watch successful sales people go about their daily business activities you will notice that they lead a very disciplined life – they know what they need to do…
Contrary to what the pundits say, the Web is making salespeople more, not less important. In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary…
How does the act of writing affect your brain?* This is an interesting question that Rebecca Accadia, Barrett’s resident Organisational Psychologist, posed to us when she presented some research and…
Plenty of time and effort is put into talking up the benefits of our products and services in a selling situation. Sales people often focus on why the benefits are…
When we interact and work with people (customers, colleagues, managers, friends, family, etc.) it is important to be able to interpret and understand where the other person is coming from…
We’ve talked long and hard about how sales people need to listen, listen, listen to the client. Not just hear but really listen to what is being said, how it…
Every week we can learn something new about ourselves, our business, our clients and markets even if we have been in sales for many years. However, we can only learn…
Imagine our organisations making people feel good because they bought from us; imagine people changing their behaviours for the better because our organisations showed them how; imagine the kinds of…
This article first appeared on June 12, 2013 on BRW (now closed magazine as of 2016) Professional services providers face a challenge that many within the sector are struggling to…
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