Forget dictatorships, command and control style approaches, persuasion has a lot more going for it when it comes to better sales, better relationships, better team work, better business outcomes and…
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For the last 5 weeks I have been working around Australia helping a major client get their sales leadership team ready to roll out their new Sales Strategy and Sales…
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Perspective Taking is a critical life skill that can serve us well no matter what role we are in. Perspective Taking is also a vital sales skill if we want…
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Plenty of time and effort is put into talking up the benefits of our products and services in a selling situation. Sales people often focus on why the benefits are…
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When we interact and work with people (customers, colleagues, managers, friends, family, etc.) it is important to be able to interpret and understand where the other person is coming from…
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It doesn't take much to sow the seeds of discontent in business today, and the potential for creating dysfunctional, “toxic” sales teams and culture is much easier than you think. There are…
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Late last year we published the 12 Sales Trends Report for 2013 and released a brief summary of each sales trend in December. Over the year we will delve a…
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The science is clear, our success resides in how we use our brains – our brains can continue to learn, grow and adapt until the day we die. In 2012…
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In early 2008, as the GFC (Global Financial Crisis) loomed, I wrote ‘Watch who you let near your mind’. This was a timely reminder about the importance of maintaining a…
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Product demand and brand scores are down and the reasons are tough to manage. There are a multitude of factors influencing buyers, some are within our control and many are…
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