The Growing Relevance of Influencing Skills
Studies reveal that employees spend much more of their work time engaging in persuasion-related tasks than previously thought, underscoring its enterprise-wide significance. In To Sell is Human Dan Pink writes “People are now spending about 40 percent of their time at work engaged in non-sales selling—persuading, influencing, and convincing others in ways that don’t involve anyone […]
You Can’t Front Load Relationship Selling
Relationship selling (as opposed to transactional selling) seeks to build trust with chosen customers in order to lock in loyalty. Our very best endeavours don’t always work perfectly. Products need servicing, things break and advice given today can be outdated in weeks or months as markets continually adjust. But customers are astute – they seek […]
Are You Afraid of No?
A pool company commissioned an online sales campaign generating fresh leads that were forwarded to their sales team according to area. Leads were allocated to sales folk in their designated areas. However, failure to convert that lead within a month resulted in that lead being re-allocated. The process was that an appointment would be made […]