Blog What we think

Jan

19

2016
Can I help you?

Can I help you?

I got off the plane from Cape Town this morning and wandered into the bookshop to fill in time before my lift arrived. Murphy's Law states that if the plane arrives early the lift will be late. As I approached the counter I was asked by the very nice lady “Can I help you?” This is not unusual of course. In fact, if you were...

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Jan

13

2016

20-20 Vision

As we, yet again, start a new year, now is the time to consider where you want to be in 2020. I know most of us don't plan further ahead than the next year or maybe next month. This is fine if you want your business or your life to just bumble along but if you seriously want to achieve something with the Biblical three...

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Nov

24

2015
Don’t aspire to be the cheapest

Don’t aspire to be the cheapest

Price is always an emotive issue. "We have to lower the price to keep in line with the competitors." I hear the same statement from sales teams throughout the country. "How do you expect us to sell at this price?" they say, or "I couldn’t make the sale Boss, the customer was putting too much pressure on me to lower the price." Actually price is...

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Nov

23

2015
Don’t give it away, always trade it.

Don’t give it away, always trade it.

What do you think is the best two letter word for any negotiator? Give that some thought and I will let you know what I think at the end of this article. In negotiation we are often tempted to give something away to show good faith, or to "throw in a little sweetener". That may make you feel good but what do you think it...

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Jul

4

2013

The Future of the Sales Rep – Part 3

This is custom heading element with Google Fonts The New Sales Representative part 2 This article is part of a series of articles published on my blog. I recommend you start with part 1 on www.richardmulvey.com/richards-review.html There are still two things that the Sales Manager has to focus on during those first few days of the new sales reps career: Customer Relationships and Company Systems. Customer...

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Jul

3

2013

The Future of the Sales Rep – Part 2

The New Sales Representative 07:30 The Corporate Car Park. The New sales representative is sitting in his car waiting patiently for the minute hand to reach the upright position. This is his first day on the job and while he decided to be early to miss the traffic he doesn't want to be sitting in an empty reception for 30 minutes saying good morning to...

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Jul

1

2013

The Future of the Sales Representative

I am sitting in a Restaurant in Reibeek West having a toasted sandwich and a fruit juice as I type this article. The reason I share that with you will become obvious a little later but it is not unusual for me to be doing something similar. I am never late! In my trade as a speaker I cannot afford to be late. Having an...

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May

29

2013
Masterminding

Masterminding

In his book “Think and Grow Rich” Napoleon Hill wrote about the importance of getting together in a group of like minded people on a regular basis to share ideas and to encourage personal growth. The idea of putting together a Mastermind Group is not unique to Napoleon Hill and many successful people in the world will tell stories of the group that supported them...

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May

13

2013
Speaking for a Living

Speaking for a Living

Can you Speak? Influence bookI know, most of us speak very well. You speak with your friends at a party or with your children around the dining table. But can you speak when faced with an audience? Most of us would answer that question with a very definite… No! For some of us, that is really good news. Some of us welcome an audience as...

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Jan

28

2013
Just Say Thank you

Just Say Thank you

Two things happened to me over the last three days that seemed, on the surface, to be quite different but turned out to be very similar. On Saturday, my wife and I went to the movies. Not such an unusual thing. We try and get out together on a regular basis and being in Cape Town now (thank you), the evenings are so light that...

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