“To Close Or Not To Close, That Is The Question!”
More sales are lost at the closing stages than at any other time, often because the salesperson does not know what to say. Even when the techniques are known to […]
Creativity and Brainstorming
Creativity Creativity is concerned not only with new ideas, but also with escaping old ones. Many old ideas survive through habit or routine, and not – as they should – as […]
Letter Writing Skills
Letters are our ambassadors and provide a permanent record. Excellent relationships created face-to-face can be ruined by one poorly written letter. [geoads2] Overview Letters, e-mails and memos are a vital […]
Are You In The Zone?
We are all familiar with being in our Comfort Zone, but what about the other performance/behaviour zones that can help you focus on being more effective and understand why you […]
Are Your Employees Under Performing?
Detecting Poor Performance Detecting poor performance in an employee is not always as easy as it seems, but any check list should cover the following: [geoads2] Aggression: Appears to provoke […]
Displacement Selling Part III
We must increasingly deal with a wide range of behaviour types amongst the customer group. Our success will be increased if our versatility increases. [geoads2] Overview Increasingly the salesperson must […]
Being In The Matrix – There Is No Spoon*
Matrix structures are sometimes the only effective way of deploying a multi-dimensional strategy. The problem is they are beyond many organisations’ maturity to successfully execute. In fact some attempts have […]
So You Want To Be a Consultant?
Core Consultancy Behaviours Effective consultants need: [geoads2] Profound understanding of customer needs Systematic analysis of the true priorities and problems within these generic needs Ability to position products/services against these […]