The United States has been responsible for many great innovations but not all have turned out the way the inventors, architects or innovators intended. One such miscalculation was the introduction…
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Listen or thy tongue will keep thee deaf... - Native American Proverb How long do we actually listen to another person before we start interrupting? How quickly do our own…
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Many people, especially sales people, often share the mistaken belief that Negotiation forms part of every sale which is not true. We often hear 'my people need to be able…
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In December 2011 we published The 12 Sales Trends of 2012 and invited readers to vote on what they thought would be the most important trends in sales for this…
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Are companies taking longer to make buying decisions or does it come down to impatience on the part of the B2B sales person, in a hurry to reach their sales…
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'Leading an examined life' was voted as the Number 10 of Sales Trends for 2011. For many years you could lead an intuitive sales life because your product was your…
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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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Whada ya rates? 'Cos I'm a wholesaler and I can do better rates than them. I can look at your thingos and give you a better deal" This is an…
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There are many things written and said about effective sales people, effective leaders, successful entrepreneurs, great teams and so on. Many descriptions are in circulation. There is an overabundance of…
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In the world of sales there has always been the following advice for customers and for good reason: Buyer beware Read the fine print If it's too good to be…
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