What’s In a Name ?
The sales cycle begin with a name. There are many ways of prospecting but only two types of prospect. They are the cold prospects and referred prospects. Cold prospects are…
Wheel of Fortune
There are no instant stratagems to success, only hard work and a great belief in myself and the benefit to the client of the advice we give. To sell effectively,…
The Beginning of a Bigger Business
A business is not a career to experiment with and to be toally committed is the first essential for success. Commitment, for us, is like virginity – either we have…
To Be a Second Miler
Do you always do more than what is required of you in your job, work, project or service ? Or do you just do the minimum required ? Well, we…
Getting the Person Right
In the world of selling, when we get the “person” right, it is much easier to get the “salesperson” right. Realistically, until we get right, our sales world would not…
How to Gain Control of Your Life & Time
Discipline and organisation make a difference in sales. Discipline ourself to do the things we need to do when we need to do them and the day will come when…
Successful Sales Support System
To build a career in the world of sales, we will need the support and cooperation of many people. There are two sets of customers, the external customers – those…
Week of Turbulence and Turmoil in the World Financial Markets
The week starting 15th September 2008 to 19th September 2008, was a week of turbulence and turmoil in the financial markets, sending jitters from the USA financial markets spreading to…
The Glamour of the Road
Today’s selling professional realises that the glamour of travel wears off (if not out) after a very few trips, and what remains is plain old-fashioned hard work. One thing about…
Principle-Centred Power
In the study of leadership, via the academia angle, the learning and discussion of leadership comes from the theories of genetic “great man” theories, personality “traits” theories or behavioural “style”…