The power of care: using after-sales service to increase results
A good after-sales service can be a source of real success in market relations and increase results.
The analysis of the Sales Negotiation: learning from your own mistakes
How do you start working on your sales training? By analyzing the negotiations in which you have been involved, especially those which haven’t been particularly brilliant.
Purchasing Motivations: a tool to guide customers to the right choice
In this article we will introduce you to methods and tools to explore the complex world of customer needs in order to unleash their ability to choose and guide them towards maximum satisfaction.
Melting the ice: tips for your first meetings with clients
During your first meetings with clients the best thing to do is not to treat them as such. In the initial stage, forget you want to sell anything and concentrate only on the person in front of you.
I swear to tell the truth, the whole truth and nothing but the truth
“Is it necessary to always tell the truth when dealing with clients?” this is one of the most common questions we receive from those who take part in our courses. As the creators of the Sales Ethics method, our only answer should be “Of course!”. In fact it is not so easy to be always completely sincere with clients. Not so much because of the budget and sales targets we need to achieve; in fact sometimes expressing our personal opinion can prove useless, if not detrimental to our clients. Let’s see how and when this might happen, and analyse what serving the truth really means!
How to give voice to your values and achieve success in doing it: new habits for a new year
The beginning of a new year can be a tough time. The perspective of 12 months of hard work and effort, to achieve goals that we feel are indeed distant from our true dreams and values could be very hurting. But are we sure that we need to renounce to them to have a wealthy and happy life? We asked Mary Gentile – professor at University of Virginia Darden School of Business
“I sell”, a form of the verb “to listen”
A good salesperson is primarily an excellent listener, someone who knows how to stay quiet, leaving his customer the space to express his/her wishes and only speaking after fully comprehending the needs and desires of his interlocutor.
Is the negotiating effectiveness of an ethical salesperson greater than that of a non-ethical one?
Let's analyze which sales techniques are more effective, traditional or ethical ones.
Ethical stories: Marcello Ceccaroni, the Che Guevara of surgery
by Alice Alessandri Marcello Ceccaroni is 45 years old and, young though he is, has risen to the role of Consultant in the Department of Gynecology at the Sacro Cuore Don Calabria Hospital in Negrar (Verona) thanks to his determination, dedication and…
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