Seven books for reluctant sales people

 I’ve always sought out books that have offered a take on sales and selling that is human centered. That accept that we are people first and foremost and then create a way to think and act that helps to encourage useful communication and relationship building. For me these titles offer much. They explore the skills

Eight flawed assumptions about selling

Mark Twain said “It’s not what I don’t know that gets me into trouble. It’s what I know for sure that just ain’t so”. This speaks to the power of our assumptions. Often, a useful short-hand, they can equally stop us from growing and getting what we want. In my work with design professionals on

Get comfortable with sales

Does selling seem like a no-go area for you? What if it weren’t? What if you could become more comfortable with selling? This is what happened for Elana Huthnance, Client Manager for Engineers Australia. Elana changed her thinking around sales and has achieved great things by doing so. She kindly agreed to share her experience

Six questions about sales

1) How do I sell what I do without appearing ‘salesy’? Be aware of what ‘salesy’ behaviour sounds, looks and feels like. It includes:talking excessively about yourself, ‘trying’ hard to get people to commit with tactics such as convincing them they need you. What might you replace it with? Talk about the effects/impact of what

Discover your inner sales person

Isn’t it important that everyone in an Association feels comfortable with selling? Associations are deeply dependent on money when it comes to delivering for their communities and especially their day to day functioning. And on delivering value in return for that money in order to continue to do so, long term. So with this in