Nice guy or respected trainer?

by George Pastidis

I believe this is a dilemma that many trainers often face, consciously or unconsciously. Be a nice guy, go with the flow, make the participants like you and in the end and give you high evaluations? Or challenge them, give them tough feedback, get them off their comfort zone and push them to learn? Tell, after the training, their management what they want to hear embellishing things or get transparent and give a frank view of the situation? read more…

Do they negotiate you, getting pigeons out of the magician’s hat?

by George Pastidis

Negotiations is not an easy thing. Never was. But today, the complexity of sales, the size of market’s pie that often shrinks, the competition that is severe and the rise of procurement make negotiations a real tough game. We all have heard that “when the going gets tough, the tough get going”. But playing back tough is neither enough nor always realistic. Sales people need to play smart and be prepared to anticipate read more…

No people, no sales. No sales, no business.

by George Pastidis

I had the luck, pleasure and honor to actively participate and speak yesterday, 6 June 2017, in the Conversations That Win Sales Conference that was hosted by Corporate Visions and Association Professional Sales (APS) and took place in my birth-city London that despite the recent insane, coward terrorist attack never stops being a shining city. read more…

    

Preparation and Energy

by George Pastidis

I admit that sometimes my ‘professional obsession’ makes me way too observing, picky and demanding when it comes to presentations and public speaking. I can hardly avoid getting bored or even being annoyed when I see experienced professionals having a negative impact or driving to failure an event with high potential or some crucial sales presentation, hurting their organizations, their teammates and actually sabotaging often their own hard efforts and work read more…

Once upon a time in door-to-door encyclopedia sales

by George Pastidis

Every time I hear and see a professional seller wasting her time and her prospect’s time with dropping pointless features, despite the fact that she is familiar with all the necessary related sales research and models that have been talking about identifying and answering the customer needs for several decades, I cannot avoid remembering my very first sales experience and training I had, back in 1984 read more…