(2 minute read) To be more effective in our pursuit of sales on behalf of a given client, it is necessary to first understand, ‘what is the purpose of our sales activity?’ Often, the response to this question is, ‘to get the prospect to buy’, or ‘to get the...
(1 minute read) Customer Service is an expectation. Customer Experience is what can set you and your team/business apart from the competition. Making the Customer Experience excellent and memorable can become the hallmark for you, your colleagues, and your company. For those who have established a career in sales,...
(2 minute read) There’s a popular exercise we use during sales coaching workshops to highlight the importance of emphasis during a sales presentation. It begins with writing the following sentence on a whiteboard with a marker. “I never said I saw him steal the money.” When we ask the...
(2 minute read) On July 18, 1934, the final phase of aircraft evaluations under U.S. Army specification was about to begin. Three manufacturers had submitted aircraft for testing, Martin, Douglas, and Boeing. Boeing’s entry excelled in all the evaluations, literally flying circles around the competition. Many considered these final...
(2 minute read) The Great Barrier Reef was formed after Bhiral, The Creator, threw lava from the sky into the Coral Sea. Bhiral was angered after two brothers went out fishing and speared a particular fish that they had been told not to hunt. This dreamtime story of the...
(2 minute read) Just when we needed to disrupt the funk that can seep into our lives during lockdowns and restrictions, along come the Olympics (cue ‘Hallelujah’ type music). Whether you’re a hardened sports fan or not, it’s hard not to enjoy the opportunity of watching the world’s best...
(2 minute read) Lover, lover, why do you push?Why do you push? Why do you push?Baby baby, did you forget about me? (The Divinyls – Pleasure and Pain, 1985) First developed by Sigmund Freud, the psychoanalytic concept called the pleasure and pain principle has been broadly used within the...
To achieve success – however you define it – in the sales profession, you need first to understand the purpose of your sales activity. Your purpose needs to be more holistic than to simply ‘get the sale!’ If this were the case, you’d be assuming that sales is all...
