Real, not perfect: marketing has moved on since the ’90s
Let’s find out how to transform potential flaws into elements of our identity.
Hurry up, it’s late! How to manage time to increase productivity
by Alice Alessandri and Alberto Aleo One of the issues that most frequently crops up among the participants at our training courses is how to manage time more productively. Just as often, when we explain the strategic role of before…
You can tell a man by where he sits: the meeting room
di Marzia Mazzi When I enter a company for the first time, I’m fascinated to see how the workspace reveals so much about the people who use it, telling us about the company spirit, the internal dynamics as well as…
The various dimensions of a sale: the internal customer
by Alberto Aleo Welcome back! Since one of the major difficulties on returning to work after the holidays is getting used once again to your working environment and your “internal customer”, that is to say your colleagues, today’s article tackles this…
Cold calling: fix an appointment
We get the appointment arousing interest and curiosity in our interlocutor. Read more…
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…