Different societies and cultures have different attitudes towards salespeople. The vast majority of salesmen and women in this country are intelligent, highly motivated individuals that use their skills to provide a good product or service, and provide an income to support their family. Since the service sector represents the UK’s biggest industry, it could be [...]

As discussed in the article ‘Sales – The power of pen to paper’, we explored how the salesperson’s psychological commitment to achieving a goal improves when they write it down.
As those of you who have undertaken some sales training will know, a similar approach can be taken to obtain a customer commitment to an order, [...]

The past three or four decades of psychological research in the study of human behaviour have created a vast number of hypotheses which can be useful to the salesperson.
If you are a salesperson who has invested in a sales training course, you may have come across the power of positive thinking and making a decisive [...]

A machine operator gets trained on the equipment and a sales person seeks self improvement from sales training. A manager’s job is less specific, and there are a plethora of subjects available to study on a management training course. One key area in which a manager should consider strengthening their abilities is in recruitment and [...]

In the competitive environment we face in the current economic climate, retention of the existing customer client base is paramount. However, many organisations are finding that orders are getting smaller as clients are feeling the pinch of the credit crunch.
There has never been a better time to be proactive and try and get some new [...]

Many organisations, particularly in forward thinking countries, are increasingly looking at the personal development of their staff in terms of their mental and physical health. They realise that if they invest time, money and resources in programmes to improve their employee’s mental and physical fitness, the benefits will be reciprocal and come back to them [...]

If you’re a city high flying manager, or a rural agricultural manager, or anything in between, you’re possibly feeling a bit stressed at the moment. And who would blame you – the media is constantly bombarding us with negative messages, about the banks, about the economy, about the socio-political climate. Have you noticed how if [...]

Dolly Parton may have sung about ‘working 9 to 5’, but it’s not a theme tune many managers hum to themselves when coming in to work of a morning. The modern manager’s job function is getting increasingly complex, varied and time consuming. The current financial and economical climate doesn’t help either; it can just seem [...]

In previous articles we have discussed the power of matching another person’s body language and breathing patterns in building rapport. Those who have had some in depth sales training will recognise this. Managers who undertake management training courses to improve their presentation and persuasion skills may have also come across the concept of voice tonality.
Have [...]

Any salesman or manager that wants to build a strong rapport with another individual will consider learning body language in depth. Increasing sales training courses and management training courses are recognising body language’s role in communication.
In a previous article (see Sales – Body Language Mirroring and Cross Mirroring) we discussed the power of matching another [...]

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