Selling and servicing across cultures is more common now than it has ever been. And as more and more of us come across international sales opportunities I thought it would…
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I have noticed that good sales people are often great storytellers. They have the ability to find the right story to resonate with your situation. They speak from experience and…
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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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I confess, like most sales people I do not like - no I hate - paperwork and administration, because in my experience most of it is unnecessary. Aggh! I hear…
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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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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?'…
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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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I was working from home when the phone rang. No sooner had I finished getting the greeting out of my mouth than the distant monologue began. I somehow worked out…
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I was out on my daily morning walk yesterday and found myself reflecting on the value of relationships - personal and professional. Due to the growth spurts of my 2…
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Have you ever looked at who most company brochures are written for? Every sales person or manager I have posed this question to looks at me sheepishly. Their gaze is…
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