Cold calling: fix an appointment
We get the appointment arousing interest and curiosity in our interlocutor. Read more…
Talking about Selling Virtue with James Hoopes
by Alice Alessandri & Alberto Aleo James Hoopes is Murata Professor of Ethics in Business at Babson College, a well-known American business school with a hands-on approach to education and a special focus on entrepreneurship. Professor Hoopes is the author of many…
What do I sell and why? The analysis of the offer system
What is the real object being traded in a sale? Are you certain you know what you are really offering the customer? Let’s analyse the offer system.
The circle of trust: building and maintaining customer relations
Here's how to build trust within a sales relationship.
Are you an ethical seller? Try out this test to find out …
Find out how ethical you are when conducting a sale and what distinguishes an ethical salesperson from a traditional one.
Cold calling: getting past the filters
It will be easier to overcome the filter of zealous assistants, trained to block all calls from us sellers. Read more…
Win-Win or compromise? What does win-win really mean?
by Alice Alessandri e Alberto Aleo The expression Win-Win has been bandied about in economics for years now. Companies must pursue a win-win logic while sellers have to aim for a win-win outcome with their customers, so that everyone is…
Customer vs Seller? Let’s resolve the conflict of interest
Customers and sellers are not enemies and this is why.
Why and how Sales Ethics can be a strategical tool?
by Alice Alessandri & Alberto Aleo The long wait is over! After almost two years of hard work, our first publication Sales Ethics is now in the shops. The book describes how to become a successful salesperson while remaining true…
Incremental negotiation: how Nash demonstrated that you must give more than you take
Nobel Prize winner John Nash helps us to understand why we need to change our perspective with customers.