Essentials

Adaptive Learning: train your teams more quickly and effectively

If you want to train your sales teams in, say, mastering a new offering, you have several solutions at your disposal. You can provide a trainer or coach that will guide each of your staff on an individual basis. That’s as good as it gets in terms of effective teaching. Obviously if you have a […]

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Coaching salespeople: it’s better when both sides are willing participants!

You only need to spend a few minutes on LinkedIn to realize the extent to which managers bear the burden of lofty expectations, huge ones, day in, day out. They have to be role models, see the big picture, foster progress, help others succeed, remain kind under all circumstances, transition from vertical to horizontal management, […]

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Did the buyers win? Not so sure…

The title of this article was inspired by my recent rereading of the book published by my associate, Frédéric Vendeuvre, and Christopher Guerin, CEO of Nexans. The book is a gold mine for anyone seeking to lead a sales transformation project at their company. The “differentiated sales” process laid out in the work is not […]

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How to really develop your sales skills!

if you’re a regular reader of this blog, you know that developing sales skills is one of our passions at Halifax Consulting. It’s our guiding purpose, in fact. Every year I read many business books on my own time and every now and then I discover a gem. PEAK (1), by Anders Ericsson and Robert […]

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International negotiation

When we think of international negotiations, we tend to think of the cultural differences between peoples or “national” cultures. Limiting yourself to that aspect neglects the role of personal culture, gender, education, lived experience, regionalism—and the weather! A good negotiator is attentive to these differences but does not use them as their sole frame of […]

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Sales techniques: Take no for an answer

We didn’t start this post with the legendary song “Je t’aime moi non plus” (I love you me neither) by Serge Gainsbourg and Jane Birkin out of our love for French chanson (well, maybe a bit), but to show that it’s not always a good idea to say yes during a negotiation and/or try to […]

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How to chase away clients

Here’s the post you’ve all been waiting for: a guide to making your clients run for the hills. We’re going to set aside those who want to tank the company on purpose and/or fill their competitors’ coffers. Any resemblance to persons, living or dead, is purely coincidental! The Cowboy After making your client wait (be […]

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Schopenhauer: the best sales rep

In 1864, Arthur Schopenhauer wrote The Art of Being Right, in which he sets out tricks and stratagems for always giving the impression that you’re right. The impression! The idea is to show that you can always appear to be right, even if you’re wrong. A true source of inspiration. “But it’s a book that […]

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Customer relations: playing hard to get

Clients demand excellent care and service—perfect in some sectors.  As you continue to improve your customer care, they raise their standards even higher.  Sometimes the situation reaches a tipping point. How do you handle clients who are vocal about their dissatisfaction—in good or bad faith—and provide them with the special touch that they are implicitly […]

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Sales networking: how to make buddies

Networking is a bit like when you’re a young student at a new school. How do you navigate the social jungle to form new relationships? Making people want to follow you and call you back is a science that’s within everyone’s reach. Smile, you’re on camera You only get one chance to make a first […]

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