Ethics and Values

4 Questions to Test if your Sales & Prospecting Tactics are Ethical

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  1. Do other people stand to gain from your sales tactics and actions?
  2. Do your sales tactics and actions have a positive influence on your own and others’ well-being and self-esteem?
  3. Do your sales tactics and actions move you and your customer closer to your respective short- and long-term goals?
  4. Would most people approve of how you prospect for new business and sell?

If each of us can honestly answer “yes” to these questions, then it would appear that our sales and prospecting ...

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A Fair Exchange of Value goes beyond exchanging money for goods

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At its simplest, selling and buying is about a transactional exchange of a service or product for money.

For simple, low cost, transactional sales, where we may have little vested interest in the other person or company providing that product, we may not reflect as deeply on our buying interactions with them. However, if we discover that we have been ‘ripped off’ by paying too much for something, or unfairly treated, or discriminated against, and so on, we are ...

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Sales Leadership – the power of preparedness, curiosity and courage

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The state of flux we are experiencing, is bringing about a shift in the top key qualities required to be an effective business executive and leader.

It’s not necessarily a completely different set of qualities, but a change in their order of relevance for navigating a changing, ‘fluxy’ kind of world.

So, what are the essential characteristics and qualities of effective business and sales leaders and what business executives can do to deal with these paradoxes and be ready for ...

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Trust is the heartbeat of business, sales and society

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Trust is the heartbeat of business, sales and society.

Without this life force pumping vitality through our collective systems every day we start to wither and recoil. We become weak and anaemic. We close ourselves off and lose sight of what is real and important to our survival.

However, trust is much more present in our daily lives than the media and governments might have us believe.

Most of the people we rely upon to get us through our daily lives ...

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A new salesperson stereotype

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The typical salesperson stereotype is that of the fast talking, overly confident and ambitious, competitive, win at all costs, know-it-all persona that is often portrayed in the media and business world via films, press, social media, books, articles, and so on.

Many salespeople have never been able to relate to this stereotype and others who don’t consider themselves salespeople but need to sell find this task daunting because they don’t want to have anything to do with that popularised ...

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I’m not a salesperson but I have to sell

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After years of study and polishing technical skills to be a competent professional in a chosen field, it can come as a shock to many people that they need to sell their services and capabilities.

The topic of selling and growing a business doesn’t often feature in university lectures. But in today’s market, a competent selling capability isn’t a nice-to-have add-on, it is an essential business and life skill.

You can no longer rely upon your technical competence alone to ...

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Selling isn’t only for salespeople

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Have you ever tried to persuade someone about the merits of a new idea, service or initiative?

Most sure you have. Countless times.

People do this all the time in our personal, professional and community lives. It is part of being a human.

So how did your efforts go?

Did you get their attention?

Did you convince them to adopt your idea?

Did you both get what you wanted out of the exchange?

Did you feel satisfied that you made a positive impact?

Maybe. Maybe not.

It ...

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The Optimistic Sales Professional

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Sales is a demanding profession. Top performers know that to sustain a high level of performance, they need to keep fit and well – both physically and psychologically. And there’s a body of research showing that keeping an optimistic outlook and having the physical energy to meet the demands of working in sales are critical to a salesperson’s effectiveness, success and overall well-being. Something many of us know intuitively, but good to have it validated.

Managing and overcoming setbacks ...

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How do we sell in a Circular Economy?

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What is the Circular Economy?

Circular economy is an alternative for the “Take, Make, Consume and Dispose” mindset and business model.

It is easiest to imagine first if we look at the living natural world where there is no landfill, no waste: in this biological cycle things live and die and are recycled and repurposed by nature in a circular manner. There is no waste.

Unlike the human world where we have adopted, for many years as part of the industrial ...

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The Silent Majority

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The history of sales methodologies and salespeople is full of twists and turns. With a few excellent –or at least well-intentioned– ways of selling and many others that are the complete opposite.

There was a time when the salesperson was the only one with information about new products—from the end of the 19th century to mid-20th century; they were the experts and customers were in their hands when it came to make a buying decision. This ...

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