My brain is bursting!
(This article originally appeared in LinkedIn here)
I'm currently half way through "Pre-suasion", the brilliant new book by Robert Cialdini, author of the equally brilliant "Influence" and my sales brain is teeming...
“Reciprocity is what you get back in return for giving help” – an interview by John Smibert.
Some time ago I published an interview with sales futurist Cian McLoughlin where he said "The 'giving is gain' philosophy is...
“The Future of Selling - five key steps to building trusted relationships“ – A ‘Talking Sales’ discussion with John Smibert
When we first approach a new customers we have no relationship. If we identify an opportunity we...
“The skills and techniques used to effectively converse with the customer” – interview by John Smibert.
Recently Dean Kelly and I discussed the need for many salespeople to change the way they...
The brilliant Simon Sinek did a TED talk that I love titled "How great leaders inspire action". The essence of his message was "Start with why". It is one of the most insightful and powerful lessons for leaders and salespeople to...
Of the thousands of sales books that are published each year only a few are groundbreaking. ‘The science of selling’ by David Hoffeld is one of these.
The theories perpetuated by this book, about how to sell, are based on compelling...
“Build a strategic moat around your customer” – Interview by John Smibert
There is nothing so frustrating - or so heartbreaking - to lose a good customer.
In our last two discussions...
"Grow profitability by only selecting clients that recognise value" - Interview by John Smibert
Have your buyers been cutting your margins to the bone? They are much more informed and organised than ever before and...
"Number 1 tip for new salespeople - develop commercial conversation skills" - Discussion with John Smibert.
Most people new to sales assume their role is to promote their great products and services to their customers. The result...
“The way most of us generate demand results in us burning our brand - is there is a better way?“ – A ‘Talking Sales’ discussion with John Smibert
John Bedwany agrees that we have to continue talking to the marketplace to...
