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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!
04/05/2020

“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.
25/03/2019

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…

19/06/2017

Time to consider externalities and ethics

by Alice Alessandri e Alberto Aleo We have been hearing about the crisis for so long that many of us just take it for granted. It has become a background noise to our lives and career choices, to the extent that…

18/07/2016

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