Customer Service Review – Las Iguanas Looking to expand my horizons on the beverage front, I decided I needed a new cocktail bar on my radar – and on this particular night, Las Iguanas caught my eye. I’d heard excellent things about this cheeky Mexican [...]
Getting your thinking on-target In my last post, I wrote about how your off-target thinking affects you when selling. After you’ve rated where you stand on these examples, it’s time to learn how you can get your thinking more on-target: Polarisation: “I’ll never be able [...]
Rating your off-target thinking A big source of selling resistance how your off-target thinking affects you. In our training, we’ll sometimes ask participants to rate their off target thinking along these examples: Polarisation: “I’ll never be able to overcome objections with customers on the phone.” [...]
Reflecting on your selling resistance In a recent post about resistance to selling, I asked you to write down everything you feel, or what happens, when you’re selling. Today I’d like you to open that document you created and consider the following questions while you [...]
Tools for overcoming resistance to selling How to put your feelings down on paper For many of us, the choice to sell is not really a choice at all. We must do it. We can either do it badly, or do it well - that’s [...]
The confirmation bias and resistance to selling In this series of five posts, we explored the manifestations of cognitive dissonance and how I feel it results in a self-fulfilling prophecy: a vast disparity between what we think sales people do, and what they really do [...]
Wendy “Won’t Sell” and the Confirmation Bias In this series of five posts, we’ll explore the manifestations of cognitive dissonance and how I feel it has resulted in a self-fulfilling prophecy: a vast disparity between what we think sales people do, and what they really [...]
Nadia “No-sell” and the Confirmation Bias In this series of five posts, we’ll explore the manifestations of cognitive dissonance and how I feel it has resulted in a self-fulfilling prophecy: a vast disparity between what we think sales people do, and what they really do [...]
Hailey ‘Hard-Sell’ and the Confirmation Bias The first instalment of our five-part series provided a definition and overview of cognitive dissonance and a discussion about the vast disparity between what we believe salespeople do, and what they do to be successful. In this, the second [...]
How to improve employee engagement As a business, a lot of the work that we do in both training and recruitment is to look at the innate strengths of individuals. This helps us uncover whether they are a 'good fit' for the role they are [...]
