sales Archives • Page 2 of 4 • Passodue

Sales performance analysis: let’s start “from the bottom”!

Much of our work as consultants consists in developing the commercial activity of our corporate customers. We examine and verify their business performances and assess their results not only in terms of revenue.

15/07/2019

Best of sales calls

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

Sales Ethics

“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

Professional abilities

B for Benefits

What is the difference between a boring seller and a brilliant seller? What are the advantages, how to use them and make them explicit?

15/10/2018

Best of effective emails

How to e-mail effectively by using your common sense

We learn how to structure effective emails by breaking them down into their component parts and analyzing each one. Some practical tips when writing emails and understanding when, on the other hand, it is better to use other media. Read more…

05/02/2018

Best of commercial management

Sales forecasts: rear-view mirror or a lens pointed forwards?

Here's how to make reliable and rational sales forecasts.

15/01/2018

Professional abilities

Strategic budgeting: the targeted and controlled use of resources

by Alberto Aleo While doing my military service in Italy, I served with the Engineer Corps and throughout training and beyond, we were continually instructed on how efficiently managing supplies, together with the targeted and controlled use of resources, can…

04/09/2017

Nightmare Salespeople

Nightmare salespeople: mistakes when listening to customer needs

We are going to take a look at the most frequent mistakes made when asking and listening in order to get some handy tips on what NOT to do during an ethical sale.

13/03/2017

Professional abilities

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…

17/10/2016

Best of price

The salesperson and the price: a relationship to reconsider

The salesperson and the price: our tips on how to propose the value of an offer.

03/10/2016