In 30 seconds The quote “the customer is always right” emerged in the early 20th century, sparking debate on its application. Harry Gordon Selfridge, founder of Selfridge’s Department Store, famously…
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In 30 seconds Prospecting involves the identification of potential clients through targeted outreach. This leads to Business Development, where relationships with potential and existing clients are cultivated for ongoing opportunities.…
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‘He who hesitates is lost’ is a saying I have chosen to kick off this topic. Why? Over 50 years of empirical research into sales success shows that people who…
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When a seller and a prospective buyer first meet, there’s the initial formal stage (which includes the non-committal small talk) where everyone is sussing each other out, finding common ground,…
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Prospecting is the function and ability to ignite opportunities with new and existing clients, new markets, within communities. Prospecting opens many doors if we are prepared to do it -…
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This is Part 1 of a 2-part series on Unethical Self-Promoters. Back in 1988, I was introduced to a body of research* that focused specifically on the concept of self-promotion,…
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When my eldest son was eleven, he said to me ‘Mum I don’t believe everybody lives by selling something’. I said, ‘That’s interesting, why do you say that?’ and he…
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The competent carpenter’s saying is this: measure twice, cut once. We know that selling is a complex role with many moving parts. Producing great and consistent sales results as a…
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Dear (certain) prospects, We, as most businesses, put a lot of work into making it easy for you to find us when you are in need of our services, and…
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Every business needs to prospect for new clients and customers, as well as prospect for new business in existing client accounts. Even non salespeople often need to reignite past business…
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