Should I let you think it over?
Why do prospects need to think it over? After all your questions and a great presentation, it is a no-brainer. Be warned 60% of the time people will stay with the status quo unless you have some answers
Read moreYou Can’t Please Everyone
Why is it that those of us who are in the habit of bending over backwards in order to please everyone, whether customers or colleagues so often end up feeling like a failure?
Read moreShould You Manage Your Company’s Emotional Culture?
The idea of managing the emotional culture of your organization sounds appealing, doesn’t it? And yet, there are a number of problems that you ought to be aware of.
Read moreSelling: What’s the Question?
There are many different approaches to asking questions as a sales person. If one of them helps you more than the others, does it matter? If efficacy is more important than style, maybe you only need two types of questio
Read moreJust a Minute
So what’s the secret method for getting more done? It is hidden inside a BBC Radio Programme called – Just a Minute. Interested? Read on…
Read moreAppreciative Inquiry: What Are You Waiting For?
It’s widely felt that failed attempts by organizations to change is due largely to the resistance from those at the bottom of the organization. Even if it was true, and there is good reason to doubt it, hardly anyone a
Read moreThe Five Most Common Mistakes Salespeople Make and How to Avoid Them
Simple sales mistakes, errors could be costing you a fair number of sales. It is easy to overlook these five things that many in sales have never thought about…
Read moreHow the Myth of Multitasking Destroys Productivity
Productivity requires concentration. You may do two things automatically, like drive and talk, but you cannot focus on more than one thing. Multitasking kills your productivity.
Read moreGetting What You Want
In organizations we are often unwilling to provide the right incentive for the right behaviour. We’ll do something ordinary and expect the extraordinary
Read moreHow not to blow the first few seconds
It can take as little as seven seconds for a prospect to make up their mind as to whether they like you or not. The chance to make a good first impression rarely happens twice…
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