In 30 seconds Theory of Mind (ToM) is all about understanding that others have unique thoughts, feelings, and viewpoints. It's key for navigating any relationship, from work colleagues to family.…
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In 30 seconds Asking for a discount can be customary or a signal of needing expense justification. For businesses, avoiding unnecessary discounts is crucial. Discounting devalues offerings, sets poor examples,…
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In 30 seconds Selling is much more than completing transactions, particularly in B2B and complex B2C environments. Delivering value is crucial for building long-term relationships with customers. To shift to…
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This is not the first time I have written about Race to the Bottom issues, nor will it likely be the last. However, I am prompted to raise this topic…
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No more games*! Now more one-upmanship! No more outfoxing, outsmarting or outwitting others at their expense! Instead, what about playing it straight and acting with honesty, integrity, and transparency? What…
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In August 2020 I wrote an article about where businesses had been exposed during the pandemic crisis. At that time, having conversations with business leaders across Australia and internationally, we…
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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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For too long sales has been seen (and promoted) as combative – us versus them – an arm wrestle on price and terms, a face-off as we sit opposite each…
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What is the difference between Generosity and Reciprocity and why does this matter? In simple terms and for the purposes of our work in sales and business, and maybe life…
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Sales Trend 6 from the Barrett 12 Sales Trends Report for 2019 is about how successful salespeople are rising to the challenge of rebuilding trust at a time when trust…
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