Tips from the Top - March 2017


Why Do People Really Buy?

At this moment, millions of salespeople are out promoting their products and services. They are shaking hands, pitching, demonstrating and presenting. They are also (hopefully) spending time asking questions, listening, learning and facilitating mutual discovery.

Interestingly, the majority of these salespeople (and the leadership of the companies they represent) operate under popular misconceptions about the true reasons people buy. They are consequently wasting tons of time and losing out on reams of sales, opportunities and profit. If a salesperson doesn’t understand why or how a person buys, and what motivates someone to buy from them instead of someone else, that salesperson’s chance of making a sale fall astronomically. Here are just a few of the most popular misconceptions…

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A False Economy

How many of us business owners see the insurance premium for our buildings and contents cover as another cost that should be managed tightly? I hear often phrases like, "Do we really need such high cover?" or "If we reduced the level of cover we could save on the premiums…"

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Quick Tips

Results Over the Rush

Lately I’ve discovered a personal challenge to take my time and avoid rushing important decisions. When I make the outcomes the priority, how quickly I achieve them isn’t as relevant.

By : Bob Smith, Thermo Tech Auckland Ltd.

Peek Behind the Curtain

If your prospects and customers are demanding more but are only willing to pay less, comply with the minimum requirements while showing them the options which are needed and the risks of not taking advantages of the added services.

By : Ron Abo, The Abo Group, Inc.

Less Barriers

The more barriers to entry, the more barriers to growth.

By : Rick Maher, Effective Human Resources