The Curious Case of the Unsold Products
One problem salespeople encounter is when prospects don’t buy, they seem reluctant to explain why. What do you do if you’re left in the dark as much at the end of the meeting as you were at the beginning?
Read morePreparation for Teamwork
In order to prepare a group to work as a team, you have to have some bona fide reasons for them to do so. Teams don’t bond overnight and the introduction of a new member can disrupt things. So what can you do to improv
Read moreThe Imbalanced Balanced Scorecard
As amazing as it may seem, the Balanced Scorecard has been with us since the 1990s. Originally thought of as the benchmark in strategic planning to draw the whole company together it does have some drawback
Read moreHow to Recognize the Best Buy Signals
Not all buying signals are created equal. If you fail to recognize when prospects are ready to buy, then you could still lose the sale. Which ones can you trust?
Read moreThe No. 1 Prerequisite for Crucial Conversations
Crucial conversations take place between two people who see important things differently. Rather than letting blood boil beneath the surface or having a dragged-out argument, how could you improve the outcomes?
Read moreIs Goal Setting Worth the Risk?
Can goal setting ever be bad for your organization? Where do you think the idea of setting goals falls? How might goal setting contribute to unethical behaviour?
Read moreWhen Objections Are Lies, and When They’re Not
As a sales person, do you ever wonder if prospects lie? The difference between outright lies and simple objections has as much to do with context as anything else; and if you assume it to be the former when it’s the la
Read moreThe High Cost of Unproductive Training
Is training productive or unproductive? Does it make your organization run better or not? Does it make any difference whatsoever? Most training does not produce much beyond happy sheets let alone ROI…
Read moreThe Past and the Future Part 2
Part two of our glance into the advantages and abuse of hindsight. Was Churchill correct to say “we learn from history that we learn nothing from history”..?
Read moreSelling by Walking Away
A Law is something that is always true. No exceptions. Do you remember Newton’s Laws of Physics? As a salesperson it is vital that you do or you will be missing out on plenty of sales
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