A Common-Sense Approach to Opening Doors and Closing Deals

Mr. Freese is vocal about many of the quick-fix methods championed by similar books, suggesting the best place for them is the trash can. He challenges one of the more traditional sales approaches, remarking that espousing the features and benefits of a product or service is no longer a material advantage in today’s competitive marketplace. He also takes aim at open-ended probative questioning and solution-selling, stating these techniques are no longer effective with a savvy decision-maker.

Published

14 years ago

September 7, 2011

BusinesSuiteOnline

Given today’s stagnant economy, the function of business development for companies has turned into a fight for market share regardless of the industry. For the front-line sales professional, this new reality translates into more people going after fewer opportunities, requiring each to bring his or her best game to the battle. Many make the common mistake of thinking that their raw talent and high energy are enough to prospect, qualify and close new business. They believe that selling is a game of numbers and ratios from which a successful outcome is the result of putting more leads into the top of the funnel. Perhaps once true, these days a real competitive advantage requires a thoughtful and methodical approach, which is exactly what Thomas Freese unveils in his latest book “Sell Yourself First: The Most Critical Element in Every Sales Effort.”

With hundreds of self-help books aimed at the professional salesperson, Mr. Freese’s challenge to introduce something novel and insightful is no small task. He has, however, an established career as a professional salesman and sales trainer, so I was eager to learn if he had cracked the code for opening more doors and closing more deals.

http://adage.com/article/book-reviews/marketing-book-review-thomas-freese-s-sell/229628/

John Mahfood “I Listed on the JSE to Raise Capital for My Business”

Published

8 years ago

November 24, 2016

Managing Editor

JSE Online Trading Platform

Published

8 years ago

November 24, 2016

Managing Editor

Grace Stockholders To Vote On 3-for-1 Stock Split Today

Published

9 years ago

July 11, 2016

BusinesSuiteOnline

Shareholders of GraceKennedy Limited will this morning meet to consider and, if thought fit, approve a recommendation for a three-for-one stock split.

If approved, shareholders will receive three stocks for each one that is currently held.

According to group CEO Don Wehby, the stock units with a market price of J$115.00 per stock unit prior to the split will now increase threefold with an initial price of J$38.33 per stock unit

He says the stock split would allow GK’s stock to be made available to more investors while further enhancing the market for the shares.

Ahead of this morning’s Extraordinary General Meeting, GK last week issued 59,360 additional GK shares.

UK Loses S&P Triple A Rating

Published

9 years ago

June 27, 2016

BusinesSuiteOnline

The UK has lost its top AAA credit rating from ratings agency S&P following the country’s vote to leave the EU.

S&P says the referendum result could lead to “a deterioration of the UK’s economic performance, including its large financial services sector”.

Earlier the pound plunged to a 31-year low against the dollar, and UK markets closed lower for a second day. On Friday,

Moody’s cut the UK’s credit rating outlook to negative.

Caribbean Hotels Named In Jetsetters’ 2016 Best Of The Best

Published

9 years ago

June 27, 2016

BusinesSuiteOnline

Three Caribbean hotels have been named in US-based travel and lifestyle magazine Jetsetter’s 2016 Best of the Best awards.

The list which was published recently, highlighted the world’s 20 best hotels in categories ranging from Best Over-The-Top Luxury to Best Safari Lodge.

Included in the list were Antigua and Barbuda’s Barbuda Belle Luxury Beach Hotel, Anguilla’s Zemi Beach House Resort & Spa, and St Lucia’s BodyHoliday.