Do your sales team ask enough open-ended questions?  Do they have over 100 questions and regularly use over 40 (different questions for different clients)? Or are they defaulting and reeling out the same questions to each client? Note, the longer they are in the job –...
Your client is sold in the first minute One of two things can happen In the first minute of your interaction with a prospect either they are: sold on you or they are not sold on you. Then you spend the rest of the time trying to ‘Sell at them, persuading them that you...
Your mindset determines your results. If you have decided you are in charge of your outcomes then this is the article for you. Mindset means you are accountable, you are always enhancing your performance, you are driving for improvement. You seek, and create, great...
Let’s set the scene. You are in a bar and the good-looking person is over there. So, choose which person you are. Person A. Things run through your head: they won’t want to talk to me, they are too busy, I’m not quite right for them, I don’t want to disturb them, I...
Are you looking for opportunities? I am always asked by Directors ‘I want my team to find opportunities’. So, here is my comprehensive detailed guide to finding opportunities. If it’s a current client treat the interaction as thought it was your first – clear your...
