What are the 7 key criteria of high performing salespeople? 1. They ask more than 20 open – and insight building – questions at each interaction – and are ‘present’ when the answers are given. 2. They listen actively and understand what...
Business Development through Exceptional Account Management We split Business Development into ‘Account Management’ (getting more business out of current clients) and Business Development (bringing more, new clients on board). This article is focusing on...
Business Development Business Development is continuously evolving. Business Development is split into: ‘Account Management’ (getting more business out of current clients) and ‘Business Development’ (bringing more new clients on board). This article is focusing...
Exceptional Customer Service My 10 year old, Jack, wanted an Akubra hat, so I googled and emailed a store to ask about kids’ sizes. The Chappy, Hamish, who answered the email (promptly) made it all so easy by sending me links to hat examples. The day we walked...
I’m often asked – what happens if my client is sold but they just seem ‘static’. I.e they are not going elsewhere but just won’t commit. So, they are sold, they want it. They are definitely going to use you, but it’s all gone static. This...
Those who have attended my sales training courses will know this is pivotal to our approach with clients. You should be only talking no more than 10% and your client should be talking 90% of the time. To ensure you listening effectively here are some tips to learn...
