The client doesn’t care about the job titles of the people they deal with. They just notice whether everybody in the organisation is in synch with the brand or not. You want to make sure every single person – regardless of their job title –...
If there’s one thing that can separate you from your competitors – it’s taking daily action for business development. A highly polished, motivated sales person has business development as their #1 priority. It’s easy to get distracted by emails, tidying...
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...
