I don't know about you, but when markets start to tighten or when things feel a bit uncertain, instead of cost cutting and bunkering down, I have found that you…
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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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Stop for a minute and reflect: What is your view of selling? Has your perception of sales changed over the years? Your answer is most likely 'yes' if you are…
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In the "olden days" when I first started my business, over 95% of my sales came about through cold calling, which I had learnt to do really well when I…
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What is the line between motivating sales staff and manipulating sales staff? How do you make sure you don't go over the line and place people under extreme pressure to…
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If I hear "Oh let's exceed our customers' expectations" one more time I will scream. Usually my response is: 'Why don't we just meet their expectations in the first place?'…
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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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Some of you may be wondering why my blog is called "Sell like a woman". First, Sell like a woman is not a feminist manifesto nor is it a male…
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Like many people, I have always been curious about what makes "great sales performance". This is a perplexing question that has been asked and attempted to be answered by many…
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I knew that being hesitant in the sales arena was a no-no, but I didn't know just how much business it could cost. From my experience, hesitating sales people miss…
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