It has been suggested that “ignorance is bliss” but I am afraid that I do not subscribe to that viewpoint in any way. This is particularly true in the harsh and sometimes unforgiving sales arena, where careers can be destroyed overnight, and lives changed forever In the old days, long before the Internet was even […]
The Power of Failure
There is no such thing as failure – right? Wrong: Of course there is failure. For example, if we take a driving test or an exam we either pass or fail. Salespeople will either succeed in achieving their monthly/quarterly/annual sales targets or fail to meet them. The key is how we perceive “failure” Every failure […]
Transactional Analysis And Its Effect On Customer Interactions
Much of our communication is unconscious. We don’t actively decide what quality of eye contact we should use, or consider the impact of our words on other people and the consequences. When you watch someone’s facial expression change, or sense a shift in mood, it becomes obvious that there has been a deep reaction to […]
Are You Really Up to the Challenge of Change Required to Become a Top 5% Player?
Becoming a Top 5% sales performer requires significant changes in your “world view” – how you think about yourself, and how you think about your relationships with key stakeholders. You are faced with new ways of thinking, many of which directly challenge what you have been taught and believe. When faced with significant innovations in […]
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