blog, Body Language, Business Development, Communication, Language, Listening, Mindset, Objections, Presenting, Questions, Sales
Recently, I accompanied a director on a client visit where the client mentioned the director’s main competitor.Despite his attempts to remain open and hear what that client had to say about the competitor, his body language and tone changed.The client quickly...
blog, Business Development, Communication, Listening, Mindset, Objections, Questions, Sales, Value
How Secure are your Key Accounts? What are ‘key accounts’? These are the clients, that if lost, you would mourn. Their loss will have a catastrophic impact on your business. This aligns with the 80/20 rule*, now leaning more towards 90/10, signifying that 90% of...
blog, Business Development, Communication, Language, Listening, Mindset, Questions, Sales
Let me throw some statistics around. Recent studies have shown that – 80% of prospective clients are finding you first and By the time they reach out to you, they have looked at your website an average of 12 times 70% of their buying decision on your offerings...
blog, Body Language, Business Development, Communication, Customer Service, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Telephone skills, Value, Video Conferencing
How many times should I ‘follow up’? Naturally, as salespeople, we want the business to come in. Maybe your solution can’t be tied up on the spot, so you may need to follow up with the client. As part of your follow up, do you spend time carefully...
blog, Business Development, Communication, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Value
Have you ever considered you might be the one delaying the sale? Think about some different meeting scenarios for a moment. You confirm an appointment with a potential client, Jack. The meeting is scheduled for next Thursday at 2 pm, and you will see three people:...
blog, Body Language, Business Development, Communication, Customer Service, Language, Listening, Mindset, Objections, Presenting, Questions, Sales, Telephone skills, Value, Video Conferencing
Maximising your teams’ conference presence Top line – why are we attending a conference?As a delegate or to host a trade stand?What’s the conference attendance purpose? Either way, your company has likely chosen to invest in you attending a conference to...
