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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Clients don't expect to be coerced, bullied, tricked or intimidated into buying. They don't expect to be treated like an idiot by sales people who just talk at them and…
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The 20th century approach of one-upmanship, although still encouraged by many traditional sales managers, seems to be slowly retreating into the shadows of the past as crude and old-fashioned. Polar…
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Need you daily fix of self-help tapes/CDs or guru books to get you pepped up to sell. Have a fragile positivism about sales, which bursts at the slightest criticism. Can't…
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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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Your small business is growing and diversifying. You've experimented with bringing in an inexperienced sales person (who did not work out). You realise you need a more experienced direct sales…
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As the New York Stock Exchange is now looking at "employee engagement" as a significant predictor of higher share value and market return, and given we are all competing, not…
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The "gender" discussion highlighted by my Sell like a Woman project, articles and other research leads people to believe that women are doing things men cannot because of gender. And…
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Sales is not for the faint hearted, nor is running your own business. For those of us who run our own businesses and/or have careers in sales or sales management,…
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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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