In December 2009 we published The 12 Sales Trends of 2010 and invited readers to vote on what they thought are the most important trends in sales. Thank you to…
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Building on my article 'Where is my inner six year old when I need them?' using effective questioning techniques is one of the most significant key differentiators between a person…
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What's happened to having a pleasant, hassle free customer experience in this country? We are hearing more and more war stories from customers. Some go to buy something and are…
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The virtue of Fidelity is often associated with personal relationships, in particular, marriage. However, I would like to propose that we consciously extend this virtue to all aspects of our…
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One of the biggest issues for sales people is knowing the right questions to ask customers. In our experience many people complain of not knowing how to structure questions, or…
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The other week I ran a webinar for SmartCompany.com.au on "How to clearly manage and measure your sales team". During the webinar I was asked many questions, one of which…
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Whether we are working for a private or public company, a "not for profit" or government institution, all of us are in some way competing for access to a revenue…
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Style adaptability is where a person can read another person's preferred communication style and adjusts their own communication style to that of the other person, thus making shared communication and…
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Of all questions, this is the one that remains on the minds of sales leaders and executive teams. It is often the cause of more debate and angst than any…
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Run a mental checklist over your client base right now. Who fits into the 'good' client list and who falls into the 'bad' client list? It all really depends on…
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