When I began my career as a professional sales person in the early 1980's we were trained in product and client communication skills focusing on handling objections. We were given…
Read More
In the 20th century the emphasis on B2B selling had a distinct aggressive ring to it. So much so, that you could walk down the halls of many businesses and…
Read More
I recently had the pleasure of attending and speaking at the 6th CIPS Australasia Annual Conference for the procurement profession. It was my third invitation to speak at a CIPSA…
Read More
Tell almost any sales person they are going to participate in role plays as part of their sales training and you will hear a collective groan. In short most sales…
Read More
Who is really listening? Genuinely, sincerely and honestly listening? I'm noticing a lot more telling and a lot less listening lately. You only have to watch the ABC program 'Q&A'…
Read More
As the saying goes, "If you can't take the heat get out of the kitchen". Once again MasterChef has served up some great life lessons. Last year I wrote about…
Read More
What's in a name? Well, there seems to be some confusion in the market place around the terminology used to describe those people who pay us money for goods, services,…
Read More
Hundreds of thousands, if not millions of sales people around the world use sales scripts. Used properly, sales scripts act as scaffolding or bridgework to earn us the right to…
Read More
The New Competition was voted by you as the number 7 Sales Trend for 2010. Over the coming years, we will see collaboration become the new competition. Markets around the…
Read More
How many of us entered our sales careers with our eyes wide open? Fully aware of what it takes to be an effective sales person - ably resourced with the…
Read More
New Article Email Notification