Getting What You Want
23 April 2015
This is the second article in our series on the “Trusted Advisor”, and in it we’re going to think about expectations – getting what you want. You see, quite often there’s a significant difference between what y
23 April 2015
This is the second article in our series on the “Trusted Advisor”, and in it we’re going to think about expectations – getting what you want. You see, quite often there’s a significant difference between what y
10 April 2015
We have to make promises to our customers but how often do we stand back and think about whether the promises we make are genuinely being matched by what we can and do deliver?
9 April 2015
A lot of meaning is packed into those words trusted advisor, and if you’re going to be one and continue in that role, then it’s essential that you understand fully what we’re talking about.
27 March 2015
The customer is always right, right? Whatever the customer wants we do – whatever it is that we have to in order to deliver, we bend over backwards to do it. We promise the stars and hope that the moon will be enough;
24 March 2015
It’s been suggested that you have about seven seconds to make a good first impression in an interview or meeting. The “elevator speech” is intended to help.
15 July 2014
The phrase 'hot button' is quite common today. It refers to something in a person that so resonates with what you do that the other person has to respond in a particular way. How can you use this concept to your advantag
7 July 2014
It is hard to believe that perception still plays a key role in business decisions. It is akin to judging a book by its cover; too frequently we see examples of sales personnel discriminating against customers they th
24 April 2014
What happens when you encounter a desperate sales person? Are you more likely or less likely to buy?
17 April 2014
Some sales people handle rejection better than others. Some don’t worry about it, while others experience fear; a lot of it. The question is why? Why does “no sale” unsettle some people, but not others?
10 April 2014
You have just arrived at an event hosted by your local Chamber of Commerce. Everyone knows that networking will take place however, why do so many people use that famous ice breaker: “What do you do?”
selling skills (27)
persuasion (9)
sales (8)
sales skills (7)
selling (5)
recession (4)
marketing (4)
sales psychology (3)
sales failure (3)
trusted advisor (3)
discounting (3)