Feeling nervous? Having cold sweat? Heart pacing as if it will come out of your chest? We have all been there! This is an automated mechanism in our system that creates anxiety before entering a negotiation. Even after years of practising sales and negotiations, we still get that anxiety from time to time, especially if the stakes are high. … More NEGOTIATIONS: Reducing Anxiety
From a young age, we learn that we need to do our homework. Whether that is the night before, or two days before, the important thing is not to show up in class without having done your homework. It is vital for young kids to learn early the importance of homework, as it is one of the most fundamental principles that later on manifests in their real life as adults. … More CHILDREN: THE IMPORTANCE OF HOMEWORK
The past few months, countries and economies have been swept over by the COVID-19 virus. Whole countries on lockdown, curfew times, isolation, it is all there. Everyone looking at the news, business owners stranded waiting for the measures to ease so they can get back to work, so they can see their customers, so they can open the doors. Everybody for their own reasons, looking at the news asking “When are we going to get back to normal?” … More COVID-19: The Way Forward
Being perceived as an expert in your field is the biggest step you can take in building likeliness and trust with whomever it is you are having a discussion, whether that would be a stranger or a potential customer. In business, being an expert instantly elevates you in the eyes of potential customers and increases significantly your chances of closing a deal with them. People prefer to do business with experts in their respective fields. … More Become an Expert!
This is a phrase most commonly used by sales people, or when describing sales people and their level of competence. The phrase can be used in the format of “He is such a good sales person, he can sell ice to Eskimos”. When I engage with older generation sales people they use this phrase to show their level of persuasion and ability to convince customers into buying anything. In 2020 this phrase has no place in the sales world. … More Selling ICE to Eskimos
One would think that with experience, the selling would come much easier, and yet in some cases we can find situations where experience isn’t proportional to actual sales. One of the sales paradoxes is that you can find experienced mature sales people who simply cannot keep up selling with the younger inexperienced sales people.
I recently had a discussion with a sales colleague, older than me who has been in the field for over 30 years. However his sales numbers simply no longer match up to the … (continue reading) … More SALES Paradox: High Experience, Low Sales
Everything was going well, you were on a roll. You had quick and well thought answers to every single question. Even on the tough ones, you were swift and on point making yourself look as sharp as possible in the eyes of the interviewers. Emotionally stable, firm stance, eye contact and a great appearance, you really thought everything through! And then, the burning question comes: “What is your salary expectations?” Read more… … More What’s Your Salary Expectations?