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, Communication, Language, Leadership, Mindset, Performance, Presenting, Questions
Great Communicators have an edge. They can get people to pay attention and act on their requests (sometimes even if the action is knowingly illegal or immoral). Communication carries immense responsibility, and as such, we should handle it seriously. If you think...
blog, Communication, Listening, Mindset, Questions, Sales, Value
So how do you “sell” without actually “selling”? Well, the fact is that people who don’t consciously ‘sell’, are the most successful. When you think of a salesperson, what comes to mind? I often ask this question during my programs: I want to get into the...
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, Communication, Customer Service, Language, Leadership, Listening, Mindset, Questions, Sales
There are a multitude of reasons why salespeople are not managing to sell.For reasons that can range from the obvious to the (in most part) unconsciousness.Common ‘obvious’ reasons include: They don’t really know what they are selling. They know what they are selling...
