How and Why to ask Tough and Courageous Questions as Sales People

By | May 19th, 2015|Articles|

By Clive Price Salespeople are too NICE Today I am going to hammer home the fact that salespeople are too nice, too polite, too accommodating and consequently do not close enough deals that are ripe for the plucking. The name ‘Sales Person’ is a misnomer and not descriptive of the role we should be playing.  We are a lot more than that and need to understand the economy and how it is affecting our customer. We must be familiar with their Market Sector, their Competition, their Business Plans and Marketing Strategies. And at times, we need to be a ‘shrink’ and a shoulder to cry on. Today’s Buyers are tough and uncompromising.  We invest time and money learning about effective Sales Techniques and very little time in understanding the Buyers selection process.  What turns them on, what makes them tick, are they in the evaluation stage and shopping around or are they ready to buy? We avoid asking them, that’s not polite! […]

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5 Ideas on how to be Uninsultable

By | May 11th, 2015|Articles|

Uninsultability.  That’s a great ability to have.   Here are five tips to get over insults by being uninsultable, and not take things so personally. Criticism How is your relationship with criticism? Thinking about it, most people are quite skilled at dishing out criticism and sharing their bad moods with others. Yet there are few of us who are able to handle the criticism from others.   […]

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How to have a difficult conversation with your Boss

By | April 16th, 2015|Articles|

By Telana Simpson The dynamics between us and authority figures, and our views on those in positions of power, contribute significantly to the way we engage in difficult conversations with them. They are, after all, still human beings like us, as fallible as the next person. Yet they play a different role, and that role often has the ability to influence our life considerably. This fact though shouldn’t stop us from having conversations that count with them, and especially when the issue or outcome of that conversation impacts our quality of life. To have a vigorous conversation with your Manager at work, here are a few pointers to keep in mind, and to open the way for a more mutually beneficial outcome. […]

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Bullying and Compassion

By | April 16th, 2015|Articles|

By Sphumelele Cele [everyone calls her Pumi] Bullying is the use of force or threat to abuse, intimidate or aggressively dominate others. The effects of bullying It was almost 7 weeks of my having been employed at this company and I already had three minor clashes with a fellow male co-worker. One day it reached boiling point and I ended up fighting back, physically. This incident led to fellow co-workers taking time off their daily tasks to write the required statements, hold several meetings and finally a disciplinary hearing that was chaired by the company lawyer and attended by two senior management staff. Through all of this, there was obviously the usual office chatter about the incident. I was not permanently employed at this place and I already had the spotlight on me for all wrong reasons. […]

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Book Review: Think like a Freak

By | March 4th, 2015|Articles|

It’s time most of us, and especially those leading the way, start to think with a “different set of muscles”. Doing more of the same, and not getting the results we hope for, is not going to get us very far. Especially not if we want to change the world and make an impact for the better. I’ve been following the work of Steven Levitt and Stephen Dubner for a while now, since I read their first book “Freakonomics” and then been delighted with their podcast “Freakonomics Radio”. “Think like a Freak”, their third book, gives a set of valuable points […]

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How to stop being bullied

By | February 24th, 2015|Articles|

By Telana Simpson A survey in 2013 revealed that 57% of school children in South Africa claimed to [...]

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Coaching Case Study of a Director

By | February 20th, 2015|Articles, case studies|

When I met BP, he was a Sales Director, following having run his own company for a while. He felt he was fighting his way back to find himself, after the life altering experience of having to close down his company. With losing his business, he felt he had lost his self confidence and esteem, his personal sense of power and was feeling battered and like he had climbed into a shell. He avoided confrontation, would listen more and talk little, and so wasn’t voicing his opinions at work. He felt that due to him being reserved, he was not being recognized for the contribution he was and could make to the company he was now the Sales Director of. […]

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The Long Distance Parent

By | February 16th, 2015|Articles|

By Sphumelele Cele [everyone calls her Pumi] Parenting is a lifelong, beautiful challenge. Having distance between parent and [...]

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How to have a difficult conversation about money

By | February 16th, 2015|Articles|

In many relationships, money is part of the relating between people, be it in terms of a salary [...]

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Case Study of a Coaching Programme

By | January 28th, 2015|Articles, case studies|

I met with CJ when she had just left the corporate world to start her own consulting firm. She had felt unempowered and not recognized in her corporate position, and the stress affected her, impacting her health negatively. CJ felt she needed to improve her self-belief and self confidence now that she was working on her own. And for her new business she knew she needed to do more networking and selling, yet this scared her so much because it was unfamiliar and she found it challenging to connect with people, foster relationships and make “small talk”. She was more task-focused, serious and reserved and hadn’t needed these skills till now. […]

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