Looking for prospects: profiling to understand their value and potential
How to do new business in a “scientific” way.
How to handle requests for a discount in an ethical and effective way
How to handle requests for a discount in an ethical and effective way.
When the customer makes the difference: ethical buying
by Alice Alessandri and Alberto Aleo We often talk about ethical buying to refer to choosing items that are sustainable and produced without harming the environment and communities. Actually, a customer’s choices can influence the market not only in terms…
Managing complaints or “Give me a reason to remain with you!”
by Alice Alessandri Dealing with happy and satisfied customers, those people who make your days enjoyable and your job rewarding, is definitely fulfilling and motivating. However, the difference between a professional and an amateur, lies in their ability to handle…
Nightmare salespeople: mistakes when receiving customers
By Alberto Aleo and Alice Alessandri This is the start of the series on Nightmare salespeople – it deals with mistakes all salespeople should avoid and is based on our own experiences, as well as tales from readers and friends. In this…
Activating new business: our secrets for finding new customers
By Alice Alessandri and Alberto Aleo Finding new customers and sales opportunities is one of the most difficult and challenging activities that companies and professionals have to tackle. In our courses and when providing consultancy the question “How can I increase my…
When my grandmother asked me, “So what are you now, a travelling salesman?”
by Alberto Aleo While underlining that the profession of a travelling salesman is both noble and nowadays cloaked in a certain romantic aura linked to the pioneering spirit, the question as posed by my grandmother had a negative connotation. What…
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…
Responsibility set us free
by Alice Alessandri When you read the title you probably thought, “there must be a typing error: how can responsibilities, of all things, set us free?” Actually, we are used to thinking that the opposite is true, i.e. that without…
Talking about Conscious Capitalism with Raj Sisodia
by Alice Alessandri and Alberto Aleo Raj Sisodia is FW Olin Distinguished Professor of Global Business and Whole Foods Market Research Scholar in Conscious Capitalism at Babson College, and Co-Founder and Co-Chairman of Conscious Capitalism Inc. Raj is co-author of the…