Many salespeople never get to hear the word “no”, instead they are provided with the ambivalent response of “maybe”. Your job as an elite…
Many salespeople never get to hear the word “no”, instead they are provided with the ambivalent response of “maybe”. Your job as an elite…
Down-selling is the art of narrowing a customer’s expectations and matching them more effectively with a solution that best fulfils their ne…
The bigger you are as company the less nimble and able you are to adapt to incremental shifts and changes in your market. How quick do thing…
Well that depends on your definition of success. There is a romantic notion in business that if my product and service is good enough, the b…
In short: sell something you don’t have to sell. Let me explain. Selling is nothing more than leading customers to win/win outcomes. This is…
In sales there can be confusion between what constitutes a “strategy” and a “solution”. However, there should be no ambiguity whatsoever reg…
There is no denying the internet has changed the way we live and conduct business. In a past life I owned one of Australia’s largest web mar…
I was recently car shopping for a 4WD for my partner, Kellie. Searching for a good deal we went into two competing dealers situated not far …
How hard is it to find good old-fashioned service these days? I mean the kind of service that makes you feel all warm and fuzzy inside? The …
In business I meet plenty of salespeople who seem busy, but only a few who are truly effective. The reality about busy salespeople is that m…
Can you be a “star” all the time ? shining and twinkling high above everyone else, every day? I think a few remarkable people can, but much …
The short answer is, no. However, my experience suggests the better you get along with your customers, the more meaningful the relationship …
