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Tag Archives: empathy

What a Customer wants to see from a Sales Person

May 7, 2011 – 12:03 am

I often run this as an exercise on a flip chart or whiteboard – down the left hand side I write I K E A And I say these are the 4 things that a customer wants to see in a sales person (especially if they are Swedish!). So I is for? Integrity – honesty, […]


Sales Objections

July 20, 2010 – 3:32 pm

I was running a Resolving Objections workshop a few weeks ago and I always start by getting the group to call out the most common objections they face and I write them on a flipchart to work with later in the day. I always jot down the objections after the workshop and I have noticed […]


The Best Sales Poem

June 8, 2010 – 4:12 pm

Sorry, but I seem to be having a Kipling day (no, not the one the bakes exceedingly good cakes, Rudyard). Having written the last post I began thinking about one of my favourite poems and one, that I believe, says so much about the attitude and virtues of professional selling. So here’s the poem – […]


The Art of Sales

June 8, 2010 – 12:40 pm

To me, the key skill of a sales person is questioning, being able to get the customer to give you all the information you require to enable you to deliver the order-winning proposal. After all, selling is a game and the gaining of information like searching for all the pieces of the jigsaw puzzle to […]




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