2021 is the year of the Modern Seller
What does that mean? To be clear: the notion of selling hasn’t really changed. I refer to the acclaimed pathways laid down by the masters of communication, like Dale Carnegie’s ‘How to win friends and influence people’.  Many of those ‘soft skills’ are still relevant...
What’s your approach to following up on prospective business?
How many times do you follow up before you ‘give up’? Are you worried they might start to get annoyed? If you’re concerned your calls are becoming a negative experience – ask yourself these questions. 1. Have I asked enough questions to be sure I am...
To sell without selling
We often hear the terms ‘the honest sale’, ‘the authentic sale’, the consultative approach. When a salesperson proves they are an authority – like a ‘doctor’ makes a diagnosis and prescribes a treatment – as does the salesperson consult with the prospect,...