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How to turn the prospect's attention away from the price during a meetingA high price or comparing the price with the competition's offer are two of the most common reasons for the prospect rejecting the salesperson's solution. From the viewpoint of the salesperson, the…
The luxury of relaxing on vacationVacation is a time of lower mental activity when we can enjoy moments of significantly lower stress. It feels good for a while to stop planning, analysing and working in general.
What does your successful competitor do differently?You know who your competition is, and quite possibly these competitors are more successful than you. The difference may not only lie in the product being offered, but often in the business strategy or…
How to bring people with opposing views together (1/2)If you have a group of people who fiercely disagree with one another, that does not necessarily mean you cannot facilitate a discussion between them. It is quite possible to reach a workable solution…
Seven signs of productive workersAre you seeking a candidate for a position where hard work, good working morale and high productivity are necessary? This article will describe seven signs that will help you detect and find such a…
Six steps to having loyal clientsClient retention, i.e. keeping customers, is one of the most efficient ways to get a long-term sustainable income. Finding a new client costs on average five times more than keeping one, and this is…
Honest auditors under fire: how the audit market penalises themA recent study by researchers from the University of Arkansas entitled Don’t Make Me Look Bad: How the Audit Market Penalizes Auditors for Doing Their Job was presented this year by the American…
Four tips for employees who can't stand their jobThese times are ideal for considering career changes, especially if you are unhappy in your current position. However, the situation isn't as easy as it may seem. Even though you don't enjoy your job,…
Six psychological tricks to persuade a prospective clientIt's not only facts and numbers that play an important role in a business meeting, but above all emotions and subconscious thinking. Successful persuasion and the ultimate signing of the contract…
Principles of KPI-based remuneration in sales positionsKPI, namely Key Performance Indicators, are performance parameters based on which employees may be remunerated. The definition of these parameters may vary, and this article will look at how to…
Debt is cheaper for publicly traded companies than for privately held onesThe cost of debt is an important factor in deciding whether to make a privately owned company public. Debt is more expensive for companies held privately than for publicly traded ones.
How to show empathy during a meeting with a clientEmpathy, i.e. ability to relate to another person, is not only an efficient communication tool, but also a necessary soft skill for any experienced salesperson. In order for the prospect to trust you,…
Seven traits of a born leaderA leadership position requires certain traits, habits and procedures on the part of the person in charge. Some people are born with these traits, but most people need consciously to work on them if…
Leadership development and self-awareness (1/2)Leadership development programmes are excellent for people who need to uncover their personal drivers and blockers. That way, one becomes more self-aware and better prepared to confront challenges…
Four tips regarding selling to small businessesThe small business market is a gold mine for many B2B salespeople but it requires a different approach than selling to large companies. If you want to offer your product to smaller companies, start-…
