Why women don’t negotiate and what we can do about it
Study after study has shown that women are less likely to negotiate for what they want than men are. Interestingly, as women, we love negotiating on behalf of others. And we get less social backlash when we negotiate for... read more
WIIFM Learn How to Master This Sales Secret Weapon
Talking TO your clients IS THE MOST (I know capitals … I really mean it!) important thing you can learn how to do. So often, I hear business people talking about themselves, and they wonder why everyone turns off. Here is... read more
Sales agent or distributor? What’s the difference?
Manufacturers often need people to sell their goods. Perhaps it’s a geographical issue: you might be expanding into new territory and can’t be physically present to service your client base. Or maybe it’s a skills issue: you’re good at... read more
Objections In Sales ~ Why You Should LOVE Them!
When you are confronted with an objection in sales, do you think ‘great’ or do you cringe? Great sales people actively look for objections and so should you – here’s why and how. Where do objections come from? There... read more
7 High-Octane sales lessons from the movie The Wolf of Wall Street
Whether you are just starting out a new business, or launching new products or services, you need to have a strong sales proposition. Maybe you need to draft a powerful sales letter, or perhaps you are trying to come up with... read more
Winning at the Game of Sales: 4 Secret Rules
Sales is a game with its own rules and power plays. People think that the Game of Sales is a blood sport; that you have to sell your soul to win. I am here to show you how you... read more
Are You Supplementing Sales with Customer Relationship Management?
For many businesses, customer relationship management (CRM) software is just another necessary data collection tool. You buy it, use it, but don’t really consider how it is that you’re actually benefitting. While you do need a place to store... read more
Identifying the Value Drivers of Your Business
Chances are you’ve heard of a little online business called Amazon.com. The retail giant debuted in 1994, selling books. Today it is an international multibillion dollar e-commerce site that has 160 million items for sale. And it’s not just... read more
Demystifying Promotional Marketing
If you don’t work in the marketing industry, the terms Promotional Marketing, Brand Activation and Experiential Marketing can seem daunting. This is where I hope to shed some light. As business owners, we often have to wear many different... read more
Where Does Your Business Stand: Extreme Price Taker or Extreme Price Maker?
Whatever your business does, it will be positioned somewhere on the following line: Extreme Price Taker Extreme Price Maker What Are Price Takers? Price takers operate businesses where the sales price of products/services is dictated by highly... read more
Gift Retailer Blends Quick Service with Technology to Build Strong Customer Relationships
Heather Winchcomb launched her online store, Gifts for Blokes, in 2007 when online shopping was still its infancy. An online gift store that aims to make shopping for men easier, the business was inspired by a series of conversations... read more
How to Win by Beating Your Competitors at Their Own Game
Like most Australians, I’ve spent the last few weeks in awe of the talent and determination of our elite Olympic and Paralympic athletes. Apparently exercise rates soar every four years — according to Deloitte, almost half the participants in... read more