Biting Off More than You Can Chew
9 July 2015
Have you ever ended up working on a contract that stretched you nearly to a breaking point because you overestimated what you could do within the time and budget? There is another way…
9 July 2015
Have you ever ended up working on a contract that stretched you nearly to a breaking point because you overestimated what you could do within the time and budget? There is another way…
2 July 2015
When faced with making a presentation, perhaps for the first time, perhaps for a highly important reason – here are ten fundamental mistakes that you can easily avoid.
25 June 2015
New customers that come by way of referral are probably of greater value than those from any other form of marketing. So why do so many miss or ignore this powerful method of promotion?
18 June 2015
You see prospects have become wise to the sales process. They have your script memorized – cold. They are waiting for you to tell them one thing. When they hear it, then they’ll buy. What is it?
11 June 2015
The fourth article in our Trusted Advisor series and in it we need to think about how to make that relationship grow.
4 June 2015
What happens when you meet a desperate sales person? Most people are less likely to buy. If this is your response too, then imagine how your prospects must feel when you’re afraid to walk away from a deal
21 May 2015
Few sales teams function as a team. Instead, their members are pitted against one another. The enemy is not outside, but within, cooperation stops and could be described as putting a can of Coke in every six-pack of Peps
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
6 May 2015
The third in our Trusted Advisor series, we focus on how you can regain your place of trust. If you had it once, and you want to get it back, how do you go about doing so?
30 April 2015
Among the top problems which sales people experience is knowing when someone is telling the truth; whether the prospect likes you, your product or service, understands your offer, or is telling you porky-pies. How might
selling skills (27)
persuasion (9)
sales (8)
sales skills (7)
selling (5)
recession (4)
marketing (4)
sales failure (3)
trusted advisor (3)
discounting (3)
attitude (3)