August 2013

Selling is a conversation. At the end of which, somebody gets to make a decision. At the end, we close. How do you know when that conversation is at its end? Some training programs will say, close, close, close. Close a million times. Close all over the place. Close every second that you can. In […]

It’s a fundamental process in human interaction whether you’re building a relationship or trying to sell a product, and the process is exactly the same. In the Emotions in Selling program we spoke a lot about the mechanisms of fear – and fear is an instinctive and absolute reaction; we are hardwired for survival. And

Recruiting sales people is the trickiest part of your company. Recruiting sales people is harder than recruiting any other part of the business because the number of people who can sell is actually quite small. But the number of people who think they can sell and are certainly interested and willing because sales people earn

The first part of the process is, can you really do it? It looks easy and many people think that anyone can do it. We all have phoning blitz or a called calling day, get the whole company out there, do a bit every day or have some major function where we all get out