Mismanaging Objectionsby Alice Alessandri and Alberto Aleo We have reached the fourth appointment with the misadventures of our Nightmare Salespeople. This time we want to discuss how NOT to handle objections, i.e. requests for further information that may sometimes appear…
by Alberto Aleo Do you remember the scene in the movie The Blues Brothers when John Belushi says ‘we are on a mission from God’ to describe his plan to put a band together? It makes you smile, but it also…
by Alice and Alberto Alessandri Aleo Selling is no easy job: there’s a long apprenticeship, a variable salary and long days spent away from home. It’s perhaps not surprising then that occasionally a salesperson becomes hardened and starts to believe…
by Alice Alessandri and Alberto Aleo In a world packed with sales training courses, some advice may be useful on how to choose the right one, the course that will best suit your particular needs. In Passodue we provide sales…
By Alice Alessandri Some time ago, by one of those happy coincidences that that life sometimes brings, we met Luigi Zoia. We had gone to Babson College in Boston to meet Professor Raj Sisodia [to whom we dedicated this article]…
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…
By Alberto Aleo ‘Will is Power’ the Romans said. How many times have people said that to us, perhaps a coach, a boss or a dietician? Perhaps we felt unable to refute the apparent truth of this motto, but inside -…
by Alice Alessandri e Alberto Aleo We met Matteo Fabiano in 2015 in Silicon Valley during the trip for the launch of our book “Sales Ethics” in US. Matteo is a board member of BAIA – Business Association Italy America, an…
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…
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…