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Couple and salesperson at home

sales

Most consumers don’t change their minds during cooling-off periods: Study

By Paul Harrison, Deakin University When customers are offered a “cooling off” period, they don’t change their minds, even when the alternative is considered subjectively better,...

sales

Why online prospecting is often lazy and very annoying

This week’s article comes off the back of last week’s topic—Getting prospects to talk to you—but it will take a different approach. I have documented the...

sales

Go to war to protect your reputation

How valuable is your reputation? We all know a key ingredient to anyone's success is their credibility. Your credibility and reputation form the image you portray...

sales

Two golden rules for getting prospects to talk to you

Do you take time to really think about why you are calling a prospect or a client? Do you reflect on how effective you...

sales

Who should be responsible for relationship management in your business? Everyone

The Barrett team regularly reviews and discusses all aspects of selling and sales management, including what’s new and what remains constant. In recent weeks, we...

sales

Are your salespeople living in sin?

Over 10 years of research and insights generated from working closely with market leading organisations and thousands of salespeople has taught us a lot...

sales

Sales Trend 11: The renaissance sales manager

Sales Trend 11 for our 12 Sales Trends report for 2016 is the renaissance sales manager. The logic follows that senior executives determine the grand...

sales

What is social selling? And does it work?

Social selling is not a new phenomenon, as many might think. Social selling has been around for many years in various forms and is the...

sales

Why we need to use progressive approximation to design an effective sales strategy

In the world of big data, the abundance of information, complex systems and the need to use good judgement to make sound decisions, many...

sales

The art of masterful questions

The average salesperson asks potential customers up to 48,000 questions a year. How did we come to that figure? Simply do the math. If you...
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