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…
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…
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…
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…
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…
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…
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…
What is the line between motivating sales staff and manipulating sales staff? How do you make sure you don’t go over the line and place people under extreme pressure to…
If I hear “Oh let’s exceed our customers’ expectations” one more time I will scream. Usually my response is: ‘Why don’t we just meet their expectations in the first place?’…
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…
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