This time of the year many people are trying to get back into the swing of things after their Christmas break. It's about this time that many sales people begin…
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Do you sell one thing and one thing only? Probably not. I suspect your business has a range of things it can offer. And I suspect that many of these…
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Giving away the margin and undercutting your prices because you can't say 'NO' is no good for anyone. It devalues you, your product, and your market. If done on mass…
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How well did your last sales call go? Did you achieve what you set out to achieve? Do you know what your next course of action will be with that…
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Ever had some customers who spend very little with you but take up enormous amounts of your time? Nothing's ever right, they quibble about every cent and they do not…
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Not enough new business coming? Sales drying up? Not making a satisfactory impact when in front of prospective clients? If this is happening to you, consider your sales effectiveness and…
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I don't know about you, but when markets start to tighten or when things feel a bit uncertain, instead of cost cutting and bunkering down, I have found that you…
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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…
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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…
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In the "olden days" when I first started my business, over 95% of my sales came about through cold calling, which I had learnt to do really well when I…
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