Leadership in “Peacetime”: a talk with Prof. Leigh Hafrey of the MIT
Prof. Leigh Hafrey, professor of leadership at MIT in Boston, gives us his valuable advice on the following topic
The Courage to Change: make the decision to be yourself
by Serena Calderoni Change is part of the world’s very essence and nothing repeats in exactly the same way. Indeed, the only thing that never changes is change itself. Gregory Bateson For a long time, I thought that changing jobs…
“Giving voice to what you believe in”: Interview with Mary Gentile, PhD.
by Alice Alessandri e Alberto Aleo We arrived in Newburyport near Boston on a late spring day to interview our friend and mentor Mary Gentile. It is always a joy to meet up with her as we are bound to…
Seas of knowledge and mountains of innovation
by Alice Alessandri e Alberto Aleo Whether you are planning a holiday at the sea or a trip to the mountains, our suggestion is to use the holiday period to bring your knowledge up to date - to learn, to make…
Nightmare salespeople: mistakes when handling after-sales
by Alice Alessandri e Alberto Aleo Despite a series of errors, misunderstandings and upsets our nightmare salespeople has managed to pull off a sale, but the relationship with the customer does not end there. To reach the centre of the circle…
Business re-evolution: interview with Niccolò Branca
by Alice Alessandri and Alberto Aleo Fernet-Branca is a household name in Italy, and widely appreciated abroad, but maybe not everyone knows that the Fratelli Branca Distillerie is one of Italy’s oldest family businesses. Present on the market since 1845, with…
Nightmare salespeople: mistakes when closing the deal
by Alice Alessandri, Alberto Aleo What could be worse that seeing all your efforts wasted just as you are about to close the deal? Just like a marathon runner stumbling in the last metre of the race or a chef…
Nightmare Salespeople: Mismanaging Objections
Mismanaging Objectionsby Alice Alessandri and Alberto Aleo We have reached the fourth appointment with the misadventures of our Nightmare Salespeople. This time we want to discuss how NOT to handle objections, i.e. requests for further information that may sometimes appear…
Nightmare salespeople: mistakes when presenting the offer
By Alice Alessandri and Alberto Aleo Having analyzed mistakes in receiving and listening to customers, the time has come to address the moment when we present the offer. The aim of this phase is to generate the customers’ interest, focusing their attention not…
Nightmare salespeople: mistakes when listening to customer needs
We are going to take a look at the most frequent mistakes made when asking and listening in order to get some handy tips on what NOT to do during an ethical sale.