Dec 31, 2020
Smoothly memorised shtick, elaborate glossy materials, sharp suits, large expensive watches, bleached teeth, the perfect coiffure are not important in sales. Hollywood pumps out Wall Street, Glengarry Glen Ross, Boiler Room, The Wolf of Wall Street and we get sold an image of what high pressure salespeople...
Dec 24, 2020
Harvard Professor Joseph Nye coined the term “soft power” to describe how nations can achieve their aims through persuasion and the ability to attract.
Can soft power in our businesses achieve persuasion and attract cooperation? Here are four soft power plays that persuade and attract the team to outperform the...
Dec 17, 2020
Final impressions at the end of a speech are what determine our memory of the person. Life is throwing so much information at us and at such a manic pace we are easily overwhelmed. We will retain an overall impression of the speaker, for good or otherwise, forever. We can let that be a random selection event or we...
Dec 10, 2020
Price is always a big issue. We salespeople are very happy to drop the price, because we see this as the easy route forward with the client. Whenever there is a price increase, we immediately whine about it, because we see this as making our revenue task more difficult. We are permanently happy to discount, to win...
Dec 3, 2020
“Not my Monkeys, Not My Circus”. This Polish proverb made me smile. A handy phrase for whenever the needle on the “ridiculous meter” is hitting red and overloading. While it serves as a great smarty-pants one-liner, it actually invites some reflection on the difficulty of getting people and teams to...