LATEST ARTICLES

Trust and rapport

A Practical Guide On Building Rapport In Sales

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Rapport is the deepest level of relationship between two individuals that involves sharing common ground, and is established when harmony and accord have been reached between both parties. This does not mean the individuals involved agree on every issue. Instead, it means they have attained a mutual respect for each other's opinions.
Butterflies

How This Crisis Will Change You

We are in the middle chapters of our continuing crisis. Pundits and prognosticators are suggesting that our lives will never be the same, that we will be changed, altered by the events of our time, as were our parents, grandparents, and our ancestors. If this is true, then we should decide for ourselves what those changes might be.
Fear

Sales Psychology – 10 Triggers To Become Highly Influential (Part 3)

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Invoke Fear, Radiate Authority, Honesty and Consistency. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.
Happiness 2

Authentic Happiness in Sales

Mental health and wellness are critical issues for Australian society. Being extremely successful in sales can look wonderful from afar, but the reality can be very different.
David Christiansen 2

Leadership Q&A – David Christiansen

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David is the Director of Sales & Marketing at ACP Solutions and has 20+ years in B2C and B2B sales. David has led high-performing sales...
Luxury

Sales Psychology – 10 Triggers To Become Highly Influential (Part 2)

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Handle Objections, Credibility and Social Proof. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.
Trolley

I feel sick and you might too. When can being in sales can become...

I started to feel sick last and fortunately it wasn't because of Coronavirus. As sales professionals we talk about strategies to maximise conversion, revenue and customer retention but there is a moral and ethical obligation not to rip your customers off.
Trigger

Sales Psychology – 10 Triggers To Become Highly Influential (Part 1)

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Reciprocity, Curiosity And Specificity. You need to understand why your prospects behave the way they do, what they’re thinking, and how you can get them to act in the desired direction via the use of psychology sales triggers.
bindi-irwin-steve-irwin

Leadership: The Power Of Believing In Someone

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Leadership, ‘It's all about you but it’s not about you.’ Leadership is an inside job where you believe in others and become the person worthy of serving them.
Exam

Hiring The Right Sales People Is Incredibly Difficult.

Hiring the right sales people is incredibly difficult. What defines the right sales person and how do you screen-out those who look good but can't deliver?