Understanding Selling and Sales Management

What’s Wrong With Selling The Old Fashioned Way

Selling the Old Fashioned Way is an attractive philosophy. Somehow, there’s an implication of complexity in the ways we do things these days which is unnecessary. The management gurus and consultants have managed to turn a simple idea like business into a pseudo science. Simply buying and selling and making a turn on the [...]

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Customer Service – The Good The Bad and the Simply Ugly

Reengineering Sales

There’s a big difference between talking the talk and walking the walk when it comes to customer experience. It’s a brave business which doesn’t promote its customer service charter these days. Customers don’t like buying from arrogant, aloof, disdainful businesses. So companies make out they’re humble, approachable and concerned. But the truth can lie some [...]

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Universities Re-engineering Sales and Sales Management

Reengineering Sales

Does the traditional concept of sales and sales management need to be re-engineered – redesigned in the light of this new world, where products are complex, competition comes from everywhere and customers are King? The case for the prosecution is compelling, and supported by expert witness – most recently the Harvard Business Review and DePaul [...]

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Selling to the 3rd Dimension

Sales Coach

Isn’t it strange the way sales people forget everything they know about buying when they start talking to prospects? Quite why that happens is a conundrum – something which absolutely doesn’t make sense, and yet occurs all the time. Selling the 3rd dimension requires them to think about how they buy for themselves, and stand [...]

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Sales Strategies and Tactics Explained in Stories

Reengineering Sales

Understanding sales strategies and tactics can be difficult, especially when you aren’t all that experienced in the world’s second oldest profession. So many of the concepts are counter-intuitive, the opposite of what you might expect. And there’s so much other contradictory comment published on what’s good practice, and what’s not. It’s all very confusing. That’s [...]

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Don’t Let Them Stop You Selling

Sales Stories

Sales people’s biggest challenge is the way everybody else tries to make them fail. Anybody with a couple of weeks in the job will recognise the paradox. There are so many people who try to stop them selling. It doesn’t make sense of course. Surely, everybody wants sales people to succeed? Well at least everybody [...]

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You Don’t Have To Like Them

Sales Stories

There’s no rule saying you have to like the people you sell to, but it helps a lot if they think you do. This sales story from the front line illustrates the point. A major oil company wanted to move from mainframe based accounting software to a package which could run on the cheaper, Unix [...]

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Is There Stratagem in Your Sales Strategy

Sales Strategies and Tactics

Is there a role for stratagem in your sales strategy? There is, but probably not the one you might automatically consider. The objective of stratagem in this concept isn’t laying a trap for your prospect. It’s laying a trap for your competition. One of the Principles of Professional Selling is Never Mislead a Customer. Fooling [...]

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What’s Your Sales Model

Reengineering Sales

What do we mean by Sales Model and why is it important? And isn’t this all a little too intellectual? Why are we wasting time talking about theory while, out there, people are spending money with somebody else? These are all good questions. If you are the sort of sales professional who can sell anything [...]

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