Archive for March, 2009

The Ethics Of Salesperson Incentives

I saw an article the other day on Current.com.au that got me thinking about the ethics of salesperson incentives…

The Upside Of A Downturn For Salespeople

Order takers never sell well in tough economic times…

Soft Sell and Accountability

One of the key problems that the ‘soft selling’ movement have created for both salesperson and buyer, is a lack of clarity around accountability…

The Real Cost of ‘Dodgy’ Salespeople

Given the current economic climate, some salespeople are increasing buyer apprehension through desperate selling and closing techniques, resulting in more lost sales …

The Sales Habit Trap! Change The Game And Change The Result

Habits are great – they allow us to do things quite often on ‘auto pilot’.

But what if we’re operating on habits too often? What if we’re caught in the Habit Trap …