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…
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.
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.
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.
“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!
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
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.
Let's analyze which sales techniques are more effective, traditional or ethical ones.
Prof. Leigh Hafrey, professor of leadership at MIT in Boston, gives us his valuable advice on the following topic