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Promotions: what they are, what they are used for and when to launch them

January and July are usually the best months for promotions. However in this "strange" market period it is not uncommon to see “sale” signs in the shop windows, or to come across discount offers, 3×2 deals or similar reductions – which are all aimed at supporting demand and restarting the markets. This is why I’ve decided to propose an article on this matter, in order to explain why, when and how to use promotions.
15/06/2020

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

Naming your price: how to determine the economic value of your work

One of the questions that our clients, especially young freelancers, ask us most often is how they should calculate the price of the service or product they offer. Knowing how to determine the price is the first crucial step to recognising your market value. Many freelance professionals and salespeople are not very good at presenting and defending their price because they are not fully aware of how to put together a quote or estimate.
16/09/2019

How to chase unpaid invoices

Chasing unpaid invoices, especially by phone, feels “rude” to most of the people I meet in my classes. For some reason we feel uncomfortable when we have to ask for payment although really that is how the wheels of commerce work: providing a certain service or goods in return for a stipulated payment.
20/05/2019

“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

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