In his provocative book The Paradox of Choice, Barry Schwartz warns that giving consumers more product choices actually lowers their purchase satisfaction. Schwartz reasons that having too many options makes…
Common Destructive Management Styles
I’ve helped many new managers to transition from seller to manager, and existing managers to become more effective. One of the recurring issues I’ve discovered is a misunderstanding of what…
Shift People with Irrational Questions
What do you say when someone at work says, “No” to your suggestion? You probably respond with a perfectly rational question like, “Why not?” Unfortunately, I’ve learned that rational questions…
Can’t Acknowledge Failure? Don’t Apply
Tracey Matura, GM for the Smart Car unit of Mercedes-Benz USA, shares the key qualities of leadership. What were some important leadership lessons for you? I had a great mentor…
Are You Tomorrow’s CEO?
Tomorrow’s CEO is likely to have international experience and an operational background, and will have risen through the ranks of the company for a number of years. That’s according to…
Developing Diagnostic Tools
Diagnostic tools are a critical element of any sales organisation’s arsenal. A detailed diagnostic questionnaire will enable the sales team to analyse their customers’ needs and sell them the right…
Closing Sales that are Over the Budget
It never ceases to amaze me how many business people assume that a budget dictates what the buyer can spend. In my experience, this is almost never the case. The…
Driving the Deal
Vital Stats Name: George Mienie, 37 Designation: Managing Director, Auto Trader Sales Team: 80 staff in three offices with a national footprint. Offering: Offline and online media publishing across five magazines and a website.…
Doing Business or Doing Business Now!
Have you ever known anyone to simply wake up one morning, grab a cup of coffee and decide, ‘Today I am going to spend R500 000 on a car, boat,…
The Four Dimensions of High Impact Selling
Selling Is Not About Relationships Ask any sales leader how selling has changed in the past decade, and you'll hear a lot of answers but only one recurring theme: It's…