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…
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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…
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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…
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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…
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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…
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Until now, there has been no officially recognised benchmark for Selling at tertiary level nor salespeople who can claim a university qualification as their own. On the other hand Accounting,…
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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…
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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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As with many things these days, words or expressions get bandied about with little regard for what they really mean. For instance, when we ask people how they define ‘Prospecting’,…
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In December 2012, we published the 12 Sales Trends Report for 2013 and released a brief summary of each trend. This month we are focusing on the Sales Trend “Customers in control…
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