Earlier this year we had the opportunity to put a client's field sales force through the Barrett Sales Fitness Circuit to test their sales fitness. The Sales Fitness Circuit is…
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'Buyer Beware' is a phrase that has been around for a long time and for good reason. There are enough stories in circulation to know that not all sales people…
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'Walk a mile in my shoes' is a song written by Joe South and made famous by Elvis Presley. The song is very much about challenging closed mindedness, respecting and…
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'Getting back to basics' is our 2010 Sales Trend #3 as voted by you, our readers. Despite the positive start to 2010 in Australia, especially compared to other post GST…
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Gerry Harvey, (Harvey Norman) was recently bemoaning the culture of discounting in our retail sector. He was saying that retailers had lost the plot and didn't know how to sell…
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Understandably everyone wants to save money, especially in these times, however we need to be aware of falling victim to false economy. False Economy is an expression that refers to…
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After thousands of hours of study and many years honing technical skills to be a competent professional in your chosen field, it can come as a rude shock that you…
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'Everybody lives by selling something' was the trend, in our 12 Sales Trends for 2010, voted as second most important for businesses in 2010. It is a very significant trend…
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Everything lines up: your solution is a very good match for the client company, you have ticked all the boxes but the deal is rejected. You are perplexed and confused.…
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Many sales people will tell you one of the biggest worries in sales, besides prospecting, is dealing with customer objections. Its true many people do not like dealing with objections…
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