Why Selling on Price is a Race to the Bottom and How to Turn it Around Picture yourself in the sweetshop. A 6-year old child with your pocket money, you scan the array of sweets on offer and calculate how much you can possibly squeeze out of the bit of money that you have. You […]
When a business executive team sets its eyes in a new direction, with a vision on a new business strategy, how often do they look to see how strong their culture is to execute and succeed with their business plans? Peter Drucker put it eloquently when he talked about how “culture eats strategy for breakfast […]
Have you ever been described as a great listener? Would this describe you? Are you the person that keeps saying “Sorry, what did you say?” I was prompted to think about listening in the past few month because I was working on some business projects which required deep levels of listening on my part to get results […]
Hiring the right sales people is all about understanding what selling is really about. There is no doubt that it helps to hire somebody who knows about your industry, but no amount of industry knowledge is going overcome inadequate selling skills or people skills. Here are the 4 mistakes companies make in hiring sales people. […]
I am often asked about handling objections by salespeople. It has been a staple of sales training courses for decades. Is it time to give that up? The question I ask myself is, ‘if buyer behaviour has changed with technology, why do sales people keep doing the same thing? Why are sales people not changing how they sell? […]
Help! Will the fear of public speaking ever go away? The Public Speaking Tips Series I came across this very question on a public forum – “Help! Will the fear of public speaking ever go away?” It prompted me to write down again the common things that keep people trapped in the fear of speaking in public […]
A look at styles of communication people bring to work Often the strength of an organisation’s culture can be measured by the openness with which staff can address personal concerns and communicate these to colleagues. So how do companies and those entrusted with people development help create meaningful and effective communications among staff? What tools […]
I am sure you can think of plenty of times when you ran into challenging situations and people and didn’t like the experience or how the story played itself out. Working with difficult people or challenges in your organisation is definitely one place to test this out. So how do you help yourself manage these kind […]