Sales: Are we Driving the Wrong End of the Equation?
Who is this article for? Sales managers & business owner first of all, thereafter others involved in sales. Background As a business coach, advisor and…
Productivity: Time Blocking
A few weeks ago I published an article regarding Task Management, one of the most life changing practices that you can implement. I look forward to…
Sales: Building trust through Tension
Did you know that 75% of any sales outcome is directly related to the manner in which trust and rapport is established between the seller…
Productivity: How Is Your Decision Making?
So how do you rate your decision making? I have been mulling over this for some time and came to the following conclusion. So why…
Sales: Focus Your Dialogue To Your Niche
The riches are in the niches! Have you heard that phrase before? I have heard this countless times and a quick Google search on that…
Sales: Where Is Your Niche?
So you have been told to identify your niche, as that is where your sales will flourish? I know that many of the business owners and…
Dealing With Negatively Minded Customers
Success begets success, positivity begets positivity and negativity begets negativity. Recently I was coaching a client who was dealing with an extremely negatively minded prospect. He…
Consultative Sales Process (CSP)
Why is this even a topic of discussion? Based on my personal experience and feedback from the majority of sales people that I meet, a consultative…