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Sales Skills Or Boozing Skills
A LinkedIn post I read recorded how an American sales guy got off the booze and the client entertainment rat r...
Pushy Or Prescient
Pushy salespeople are very, very annoying. They try to bug you into buying and we really don’t like it. We may...
Getting To Great Ideas
We find it frustrating when we have good ideas or suggestions but all we receive is rejection or even worse cr...
The Influencer's Secret Playbook
Don’t think of a pink elephant. Did you think of one when you read that sentence? It shows how easily we can w...
Follow Up Sales Hell
Time is of the essence. Patience is a virtue. Worthy aims but sometimes we mix these aspirations up in sales. ...
Real World Business Negotiating
We have many images of negotiation thanks to the media. It could be movie scenes of tough negotiators or repo...
Don’t Work For Idiots In Sales
Bullying, humiliation, ridiculous stretch targets, rubbish goods, stress, shame – a toxic cocktail often suffe...
Chasing Buyer “No” Replies
Everyone hates to be rejected, but not many people have this as a fundamental aspect of their work. We ask co...
Self Delusion Has No Place In The Sales World
Sales is one of the few things in business you can measure accurately and immediately. Are you getting greate...
Don’t Pitch
Stony motherless silence unleavened by a stony face. That was the reaction to my questions from this first Ja...
Close That Sale
You would think that asking for the order would be the simplest thing in a sales job. Not the case here in Ja...
Stickability Needed
Japanese language has lots of insightful sayings and “mikka bozu” or only lasting as a priest for three days i...
We Buy Benefits Not Features
Japan loves data and detail. All good, but it can be a trap when you are here trying to make sales in Japan. ...
You Don't Need To sell From Stage
The organisers of public presentations are usually not very happy for the presenter to start flogging their co...
The Stress Of Sales
When we are under stress our concentration and productivity levels are much lower than normal. Sales has to b...
Incentivising Salespeople
Life is full of various rhythms and flows. We have a set piece most mornings. Arise, eat, get ready for work, ...
Sales Objection Handling Mastery
Brain fog can hit salespeople when they hear a buying objection from the client. As soon as they recover, the...
Leads Are The Lifeblood Of Sales
Marketing plays a key role in generating leads. They are trying to maximise the accuracy of the segmentation ...
Be Responsible For Yourself In Business
There are billions being spent in the beauty business, the weight loss, fashion and entertainment worlds. The...
Salespeople Need to Have Self-Awareness
Listen well enough to the client’s needs. They miss the key cues, misunderstand the problem, can’t override t...
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