I was recently asked that if I believed that all customers and clients – and presumably prospects – are unique, would I agree that all front-line sales professionals are unique? Both the short answer and the long answer to that question is an unequivocal YES, most certainly they (we) are. This is precisely why I […]
Say “Yes” to Confidence, and “No” to Arrogance
During a recent keynote, I made a case for confidence being one of the defining factors of all successful people we know, and I said…. “It is their inner belief that they can achieve anything they want to achieve, and enjoy as much success as they wish – however they personally define success.” The speech prompted […]
The Greatest Barrier to Sales Success Is?
The buyer-seller situation, like any human contact, is an exercise in human relations – the interplay, cause and effect of behaviour by two or more people on each other. In the buyer-seller situation, the seller must be responsible for shaping mutual behaviour – someone has to take the lead. At the start of the relationship, […]
I Like You Because You Are Like Me
I was chatting to a good pal towards the end of last year and we were discussing the characteristics of effective networkers – and let’s face it, we all need to be effective with our networking activities these days, don’t we? I advanced a theory that I had been ruminating on for some time – […]
It’s Time for a New Level of Realism
We are hurtling towards the mid-point in the “selling- season” and as all my clients will confirm at this time of year, I always urge maximum effort: I do not like the “hockey stick” syndrome; you know the one that dictates that we close the most business in the last month of the quarter, or […]
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