Do you know why are they saying this? Is it because: They genuinely can’t see what they are getting and so they say it’s too expensive? They really want it and they can’t find the money? They need your solution and are going with a competitor and this is a tidy way of...
First up, please recognise. It’s never money. I have never known the client not to have the money. Ever. Think of it like this. Has someone asked you for something and you say ‘I don’t have the time’ the reality is you do have the time – but you are valuing something...
I wish my team would articulate and convey the VALUE of our solution When Directors are enquiring about training these are common statements I’m told: My team don’t sell enough My team discount too often My team are not out doing enough appointments My team are not...
What are the top five questions to ask your client? When you are asking the right questions it: Demonstrates to that client that you are seeking to understand them- you care more about them that banging on about your own ‘wares’ Shows that client that you...
Want More Business – it’s right under your nose Know your top 20% of clients who are keeping you afloat. Maybe it’s just 10% of them (or even 5%) which are keeping the business ticking over. If you don’t know, I suggest it’s the first thing you do after finishing...
