You’ve no doubt heard again and again that your customers are valuable to your business. But do you know just how valuable they are? Can you define how profitable each…
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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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‘Selling is a numbers game’ has been said more times than any of us care to remember. And yes, numbers are critical to sales, however some organisations place far too…
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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 much as we promote and encourage honourable and effective selling and buying practices it is just as important to keep an eye open for the latest scams and scammers…
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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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