Tag: sales

Sort: Date | Title | Views | | Comments Sort Descending

Do you sell Products or Dreams?

584 Views0 Comments

In August 1963 Martin Luther King had a “Dream”. Fifty four years later we are still quoting him… Why? Eight Months later at his Rivonia Trial, Nelson Mandela dreamed “I have cherished the ideal of a democratic and...

The Power of Differentiation

830 Views0 Comments

By Richard Mulvey Richard will be speaking at the July 2015 Power Series Breakfast on Selling at your Higher Price. How do we compete when the competitor has a cheaper price for the same product? This is a quest...

Handling Objections

769 Views0 Comments

By Jacques de Villiers Jacques will be speaking at the April 2015 Power Series Breakfast on The Power Close I read an article in the Harvard Business Review that quoted researchers Lynette Ryals and Iain Davies....

A Day with a Sales Rep

755 Views0 Comments

By Richard Mulvey A few weeks ago I was asked to go out with a sales rep doing a day of "ride-along" coaching. This is not my usual way of helping sales people improve their skills, I much prefer an audience or gro...

High Vales Sales Negotiation

2.36K Views0 Comments

It is said that E.H.Harriman, an American legend in road building once said “Let me be one of fifteen people round a table and I will get my way.” Is this true? I have no idea, I never met the man, but what I do kn...