fbpx
Kiwi politeness costs us customers!

Kiwi politeness costs us customers!

Too many New Zealand businesses are losing a golden opportunity to attract more customers – and all because of a Kiwi cultural quirk. The opportunity in question is referrals, a powerful tool for companies seeking more business. Research shows up to 70% of people...

It all means nothing if you can’t close a deal

Q: what do a Managing Director, an Account Manager, and a delivery driver all have in common? A: They are all salespeople. Groan. Yes, that old chestnut – but I’m not going to apologise for writing about it again, because it’s important. In fact, I’d go so far as...

75% of leads at Field Days lie fallow

With New Zealand’s largest agricultural show on the horizon it is time to look at the value we derive from these events. It is hard to believe the statistics but overwhelmingly we are told that between 75% – 90% of leads at trade shows, such as Fieldays,...

Stop dropping your pants!

Boosting sales performance is possibly the one thing a small or medium-sized business can do to increase their profitability, but managers may have to adjust their ideas about what sales are all about. In the past, sales courses have focused on “closing”, getting a...

Cutting Through the Commodity Clutter

Driving home from Fieldays at Mystery Creek last Thursday, it struck me just how many things farmers have to spend their money on. From fertiliser to feed, from polythene to pumps, from tanks to tractors, its endless – a huge amount of ‘stuff’. And with all this...

Gold Mining

A few years ago I bought new furnishings and appliances from a large high profile retailer with branches across Australasia. The in-store experience was excellent with the staff taking considerable time to talk me through the various alternatives available. It wasn’t...