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Most Sales Directors are very confident, and strong communicators, focussed on building a very positive feeling with customers. But sometimes you need to get beneath the surface, and understand what’s working and what’s not working.[Read more]

There are plenty of indispensable people in the graveyard, even those who thought they were the most powerful.....[Read more]

A recent article in the Harvard Business Review published the results of research into the personality differences between top and average performing salespeople. The top performers had the following personality attributes.[Read more]

If you've read my previous post on great recruitment interviews, you shouldn't need these, but it never hurts to ask a few tricky questions, to gauge how folkshandle awkward situations.[Read more]

Over the years I've been asked this question over and over again. When I was a lot younger, I thought, easy, because we all think we can spot ‘natural’ salespeople.[Read more]

My previous Blog on Objection Prevention talked about positioning: setting the landscape so your price is viewed in perspective.[Read more]

All buyers do it. In front of the mirror every morning, they practice saying “So….how much ?” and then knotting their brows and sucking their teeth, saying “How much ?!!!”[Read more]

There are some things that sound easy but quickly become really challenging, and one of them is measuring customer satisfaction.[Read more]

It’s always great to get resellers, partners or long term clients together to review and discuss issues. And as long as it's in an interesting/comfortable venue providing decent food and drink, and you put on some entertainment and fun, they’re a a captive audience for your latest sales pitch.[Read more]

Does it frustrate you occasionally that important emails, calling for action, aren't answered? Is it because you're writing to multiple people with one mail?[Read more]

In all roles we have to work with other people, and gain their agreement: but it’s often hard to avoid saying no. Here are four proven ways to handle objections by saying Yes.[Read more]

They just come round too often: quarterly and yearly Kick Off meetings. What to say this time? In 30 years I’ve been to many, many KOs. Here’s a long list of possible topics: keep roughly to this order and you won’t go wrong...[Read more]

It happens to us all: things are going so well, and then suddenly a question arises we have no idea how to answer - sometimes you genuinely don't know the answer, other times you definitely don't like the direction the question will take the conversation.[Read more]

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