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Charlie Lang's Articles in General Business

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  • Stop Selling! Help Your Customers Buy and Experience a New Business High
    "Why do people buy?" is an important question many sales professionals ask. A lot of research has been done on the psychology of buying behavior. Professional marketing tries to make use of such knowledge and adapt their campaigns accordingly to achieve the most effective sales pitch. A question less often asked is, "When do customers buy?" Charlie Lang, executive coach and trainer at Progress-U Ltd. has some answers.
  • Getting Into Your Buyer's Shoes
    Did you ever wonder why people don't buy from you even though you thought everything in your sales process went fine? It is quite difficult for most sellers to step into their buyer's shoes as they are often too driven by their desire to make the sale. Consequently, they don't make enough efforts to get a good understanding of what is going on on the buyer's side and how they could best assist him in his decision making process.
  • Coach? So What?
    If you are an independent professional (coach, consultant, lawyer, etc.), learn to develop an effective elevator speech to catch the attention of those you are talking to. This article shows you that it is meaningless to say "I'm a coach" or "I'm a management consultant" if you want other people to get interested in what you are doing. Find out what you can say instead.
  • Emergency Operation
    Success in a previous position doesn't guarantee success after a change of jobs. This article highlights the importance of proper assessment and preparation for any new position, particularly in case of a major change in the job role. Efforts to fix the situation when it's perhaps too late risk to fail.
  • Higher Ground Negotiations: Don't Compromise Your Position with a Compromise
    We negotiate all the time: not only prices but also deadlines, quality issues, tasks, etc. Frequently, concluding with a compromise leaves one or both parties dissatisfied. This article shows you a way out of this dilemma through the concept of "Higher Ground Negotiations".
  • Are You a Manager or a Leader - or Both?
    This articles describes the key differences between management and leadership and how managers can develop to become leaders. Also, it answers the question if excellent managers must be excellent leaders and vice-versa.
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