Our latest publications

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5 Digital Re-solutions for Commercial Performance

Published :17 janvier 2017

    At the start of the year, a time for good resolutions, spending more time coaching salespeople should be high on the list for managers. Why? Because good resolutions usually focus on things that we never manage to do throughout the year and the effective and regular coaching of salespeople is very often part […]

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How to Prospect Using the 5 Secrets of Serial Winners

Published :23 novembre 2016

Prospecting is a strenuous art that requires nerves made of solid steel. The motivation of even the bravest of salespersons can come to be seriously undermined by a series of unavailing calls, impenetrable secretary barriers, or polite dodges such as: “Send us an e-mail at…” After several fruitless calling sessions, initial momentum can quickly get […]

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What if Valuing Customer Benefit Had its Limits?!

Published :25 octobre 2016

All vendors with a minimum of experience in sales techniques know that a good argumentation should end with an emphasis on customer benefits. And whatever the technique, the principle remains the same: to put the stress on what customers will get out of the service or product they are being sold. It does make perfect […]

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The 7 Deadly Sins of Negotiation

Published :29 septembre 2016

  Whenever the discussion gets tense, especially when it comes to rates, negotiation skills come into play. However, the business environment we have now been dealing with for years is so stressful that people in the field are often prone to losing control. And negotiation techniques cannot translate into proper action unless salespeople manage to […]

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Sales Action Plan: The Entrepreneur’s Compass

Published :29 juillet 2016

In orienteering, it is not necessarily the one who runs fastest who comes first. In the same way, a businessman or woman looking to turn his or her strategy into actual commercial success should invest some time to define the best route and spare themselves from wasting time.   … 1. Assess the current situation […]

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Cross-Selling in Retail : « 100% of winners have tried their luck ! »

Published :24 juin 2016

Before detailing the purpose of cross-selling and more importantly, how to get good at it, I am immediately going to let you in on its most absolute secret, just so we get it over with. Are you ready? You’d better concentrate, for it is pretty revolutionary! The greatest secret to achieving cross-selling is to SYSTEMATICALLY propose […]

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How to Use e-Learning to Boost Your Business

Published :3 juin 2016

… For several years, salespeople have been among the biggest users of e-Learning solutions. In fact, many companies are using these solutions to train their employees on technical, product and market knowledge. It is indeed on theoretical training (technical knowledge, general and business culture, languages) that e-Learning has started to prove its worth over the […]

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The 4 Dimensions of Commercial Elegance

Published :17 mai 2016

Before introducing the four dimensions of relational and commercial sophistication, I would like to remind you of some self-evident facts that we sometimes forget: Luxury is the only industry that goes unaffected by the crisis. The figures do not decline and all reports look favourable in terms of growth prospects.  As a case in point, […]

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Negotiations: Don’t Let Your Ego Take Over!

Published :20 avril 2016

I’m pretty sure that you’ve already had an interview with a buyer looking down on you with condescension, arrogance and the self-satisfied aplomb of those who consider themselves above the fray. Quite annoying, isn’t? But what if this negotiation attitude was actually good news for you? As soon as the ego starts taking up too […]

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