It is human nature for people to unconsciously resist change. People naturally rely on their routines, tools, and systems for communication, organization, and management to create a sense of consistency and control in their lives – especially when these systems have been developed over months or years. At the same time, companies exist in a […]
Adapting Management Styles When Resisting Change Read More
Why is it so darned hard to hire great salespeople? You’ve seen it in the interviews. a) They are charming, enthusiastic, personable and vibrant. b)…
How to Hire Great Salespeople Read More
An objection is a term used in sales to describe a type of roadblock or challenge that a potential customer will raise that stands in their way of choosing to buy your product or service.
The Psychology of Objection Handling Read More
Customer Strategy – Shifting focus from internal to external. We’ve talked about internal issues that a lot of companies need to resolve. It’s now time to talk about external factors. Moving into customer strategy, like we’ve mentioned before, the strategy needs to shift from reactive to proactive. Companies need to turn their focus outward instead
Common Sales Issues in Manufacturing – Part 4: Customer Strategy Read More
