Selling Skills

"Big Picture" Questioning - How to Make the Most of Selling Opportunities

"Big Picture" Questioning - How to Make the Most of Selling Opportunities

Imagine this scenario. You've had a meeting with a prospective customer who's expressed an interest in using your products or services. You've asked all the right questions, presented your solution, overcome any objections and are happy to have come away with the order. But reflecting on the meeting afterwards, you feel you could have made more of the opportunity. Does this sound familiar? 

Winning More Business Through a Better Understanding of Personality Types

Winning More Business Through a Better Understanding of Personality Types

HR professionals have long recognised the value of personality profiling. It's a highly effective tool for recruitment, management and retention of staff. But how can a little knowledge of personality types help you when selling and improve your chances of winning new business?

In 1928 William Marston published findings from his research into people's emotions and behaviour in a book entitled Emotions of Normal People. In this he identified four different personality types as follows: