4 November 2015
Too often when in conversation, in sales support literature and in emails, sales people WE all over their prospects and customer even though they are doing the benefit plug. Being WEd on is a real put-off – sto
27 August 2015
One reason some salespeople fail is they see sales as a game. When they close a deal, they score. If there is no sale, the prospect wins. What if selling isn’t a game? What if it is much more than that?
14 May 2015
When a pitch to a prospect starts to go wrong, most sales people over-react. They point out the features and benefits again or make even more concessions. They do the opposite of what they should do and things only get w
15 July 2014
The phrase 'hot button' is quite common today. It refers to something in a person that so resonates with what you do that the other person has to respond in a particular way. How can you use this concept to your advantag
23 September 2013
How you can persuade someone to buy from you without them having to think about it too much...
12 December 2012
Our ability to negotiate effectively is directly related to our success as a professional in our job and as a cost controller at home and at work. It even impacts our success as a life partner and parent. It is an essen
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selling (5)
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