by Nick Constable | Apr 28, 2017 | Sales
“Hiya, how are you today? How was your weekend?” I was the next name up on this guy’s prospect list, or maybe I accepted a LinkedIn request, or downloaded an article, and here he was, exuding fake bonhomie and cheesy over-familiarity. Full marks for enthusiasm, zero...
by Nick Constable | Apr 6, 2017 | Sales
A salesperson who seeks first to understand, before seeking to be understood is starting the process of building a consultative relationship, whilst avoiding the pitfalls of arrogantly appearing to ‘know it all’ and lecture the customer on what he/she thinks the...
by Nick Constable | Apr 6, 2017 | Sales
A few years ago, when the business world was gripped by the internet boom, it was fashionable to predict an end to traditional selling done by humans meeting other humans. Michael Dell, to name but one example, was showing the world how to sell complex technology over...
