In sales there can be confusion between what constitutes a “strategy” and a “solution”. However, there should be no ambiguity whatsoever reg…
In sales there can be confusion between what constitutes a “strategy” and a “solution”. However, there should be no ambiguity whatsoever reg…
Down-selling is the art of narrowing a customer’s expectations and matching them more effectively with a solution that best fulfils their ne…
To be the best at what you do, you need to stick at it long enough to develop the specialist skills to master it. If you’re working every da…
We all exist in a hyper-connected and transparent business world. If customers aren’t sharing their positive experiences about you with othe…
The collaborative process is a powerful way to engage team members and customers, but it also provides a platform to merge skills and game-c…
I found myself shamelessly gorging on a packet of frozen chocolate bullets. It wasn’t long before I chipped a back tooth. Not happy! But…
You’ve taken on a new venture and things aren’t quite going to plan. You push forward with greater intensity, hoping this will move y…
Dennis the management consultant arrived late to a public sales seminar I was conducting. The rest of the participants arrived early for the…
We naturally sell to and buy from people we like or share a likeness with. How many of your customers fly to work in their own chartered jet…
In my previous book, The Naked Salesman, I explored the damaging effects that crazy customers, that is to say, time wasters, have on busines…
This may come as a surprise to some, but a sales professional’s secret weapon is not measured by the sharpness of their tongue, but in fact,…
Why? Rabbits love carrots and they are the most discerning of carrot connoisseurs, and it’s almost guaranteed they know more about carrots t…
