Would You Listen to You?

Sue Barrett Many sales people, especially those new to sales, often take it personally when a prospect says ‘NO’ and fail to persist with their prospecting efforts while others turn prospecting into stalking not knowing how to engage a prospect effectively. Either way, these people are failing to favourably and persistently position themselves with prospects […]

Trust is the heartbeat of business, sales and society

Sue Barrett I have been writing about Trust in sales and business for many years; however, this year has seen a rise in my output on this topic, especially with the fallout from the Banking Royal Commission.  Yet, trust is the heartbeat of business, sales and society. Without this life force pumping vitality through our […]

4 robots you can use in real estate right now

By Kylie Davis — CoreLogic Would you let a robot negotiate the sale of your home? That was the question that got an overwhelming “no way” at the INMAN Connect 2018 session on automation and robots in San Francisco recently. But would you allow a robot to prepare all the background material, check the data, manage […]

Are your salespeople stumbling at hello?

Sue Barrett We all want better sales performance but there are different ways to get there. A good starting point to understand what your team needs to sell better and improve their performance is assessing where they need help. For example, through an attitude and activity based questionnaire you can measure if people avoid making phone calls […]

Is a Net Promoter Score a valid predictor of customer loyalty?

Sue Barrett In your business travels you may have heard of the acronym NPS. It stands for Net Promoter Score. Developed by Fred Reichheld of Bain & Company and Satmetrix in 2003, NPS is a management tool designed to gauge the loyalty of a firm’s customer relationships. It serves as an alternative to traditional customer […]