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Advanced Negotiation Skills (2): The Art of Preparation
We all have to negotiate, whatever we do, whether at work, home or play. Most of us learn through bitter experience that if we want to win really good deals,..
Why Your Company's Collective Knowledge is a Potential Gold Mine
Many entrepreneurs, business owners, executives, and CEOs think that their business’ best asset is what’s in the bank account. They think value comes from a..
Are Your Sales Teams Still Making Basic Mistakes?
I recently had the opportunity to sit with one of our clients in a Marketing / PR presentation that was being given to them about how to better position their..
Advanced Negotiation Skills (1): Always Getting What We Want
You may well know many of the ‘Golden Rules’ of Negotiating – such as the importance of preparation, aiming high (‘if you don’t ask, you may never get’),..
Save Your Breath: Why Verbal Education Only Does Half the Job
If you’re in business, chances are you spend a good portion of your day delivering verbal education. You may not know what that means, but it doesn’t mean that..
How to Lose a Customer in 10 Days
Have you ever been seen the film “How to Lose a Guy in 10 Days”? The premise of it is pretty simple. A journalist is challenged to do everything she can to..
3 Keys Things to Remember When You’re Fired by Your Best Customer
You were just informed that your company’s best customer sent an email saying they are not happy and are taking their business elsewhere. What do you do next?..
Sales Forecasting: How to Take the Hunch Out of the Guesswork
How accurate is your sales forecast? Do you know? Actually, let me clarify that: how many of the deals you predict actually come in? Many people fool..
Why You Must Get to the Why Question and Avoid the Why Me Question
Why did the customer choose company A over companies B or C? Is the way you sell leading you to the same place every time? How many times have you reached the..
How to Make the Sales Questions You Ask a Key Differentiator
Let’s face it. By the time your sales person gets to the new prospect meeting it’s likely that they already know about your product from searching the..