As stated in Stephen M R Coveys book ‘The Speed of Trust’ there are 4 core elements to trust in relationships. Integrity Intent Capability Results With your new and existing staff you presume trust is in place and the associated core elements are working properly. The truth of the matter is these core elements are […]
Tag Archives | sales management
Category versus Product Selling If selling on value is the way to defeat selling on price. Then what can we do to provide more value to increase our sales results? Answer: Focus on the business category you are in, not the product you sell. For example, if you are selling photocopiers you are in […]
by Alex Chan Knowing how to inflate and accelerate a skinny sales pipelines is a massive problem we all deal with at some stage. It affects the entire sales organisation. From sales people to shareholders, and everyone in between. Here are two of the issues that cause a skinny sales pipeline in the first place. […]
By Alex Chan – Example#1 A local Sales Manager goes a little bit crazy and ‘flies off the handle’ at her staff over some mistake that was made, and storms out of the room. A deathly silence followed … then a salesperson muttered- Well I guess our ‘Old Psycho’ didn’t get any sex last […] […]
Hi team – Paul O’Donohue here. Wow – Our recent trip to Boston was intense. If I wasn’t at a shop with my niece I would have been at the Boston marathon when the bombs were going off – scary. The OMG conference held in Boston was amazing. We took home international awards and had […]
Here is the business definition of empowerment- A Management practice of sharing information, rewards, and power with employees so that they can take initiative and make decisions to solve problems and improve service and performance Empowerment is based on the idea that giving employees skills, resources, authority, opportunity, motivation, as well as holding them responsible […]
If our perception of ourselves is negative, our result will not be positive. If our perception of our ability, our future, and our sales potential is positive we can enable a new positive improved outcome. World-renowned kiwi brain scientist Dr Kerry Spackman illustrates this in his ground breaking book The Winners Bible. In his book […]
if our perception of ourselves is negative, our result will not be positive. If our perception of our ability, our future, and our sales potential is positive we can enable a new positive improved outcome. World renowned kiwi brain scientist Dr Kerry Spackman illustrates this in his ground breaking book The Winners Bible in reference […]
The first part of a two part article explores how salespeople can use an Account Development Plan to help them identify the key business problems that they should be exploring with senior executives in their larger customers, before they go to market for a solution.
I asked 8 of our article contributors to provide a helpful tip on how to increase sales. The tips are provided below.
I was recently honoured to have been asked to be Best Man at a friend’s wedding. Actually I was really the Assistant Best Man as his two young sons were the real ones, and a great job they did too with me providing support where needed.
There is more involved in customer relations than simply making a sale or handling a complaint. If you seem to be having problems keeping customers, you more than likely need to work on improving your customer relationships.
What most sales people and most business owners do not understand is that our job is enter other people’s worlds, not get them to enter ours; to meet them where THEY are at, not where we want them to be.