Persuasion – Why Do People Buy?

People buy when there is a gap between their current situation and their ideal situation. It is essential at the pre-presentation (sales investigation) stage that we find out the gaps […]

What Kind Of Customer Are You Targeting?

Not all customers behave the same way because they are motivated by different things. Cost-Oriented Customers Focus largely or exclusively on the cost of the product or service, will want […]

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 […]

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 […]

Time Management

As a salesperson, how many hours do you believe are available on average to you each year for selling? No. of days in a year = 365 days Less weekends […]