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…
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…
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…
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…
by Alberto Aleo e Giorgio Mondardini At a time in the market where companies are cutting promotion costs, there is a category of marketing tools that is showing growth, namely events. To find out more, we talked to Giorgio Mondardini, a person…
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…
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…
