Preparing for a Tough Meeting
Preparing for a tough meeting How do you prepare for a tough meeting? As the economy tightens there will be some tough sales meetings on your agenda. Being ready is crucial to success. As the Scouts say “Be Prepared” Good preparation will put you way ahead of...
Top 5 Tips for Selling in Tough Times
https://www.linkedin.com/pulse/advance-relationship-dont-continue-rob-hook/TOP 5 TIPS FOR SELLING IN TOUGH TIMES When there is enough business to go round, the competitors are playing fair, and the supply chain is working smoothly, then selling is pretty straightforward. But what happens when selling in tough times? When there is not enough...
Three Ways Leadership & Management are Totally Different
This is an excellent article on leadership by Clifford Ferguson - Rainmakers UK - that we would like to share with you - definitely a good and important read. Find the full article here - Three Ways Leadership and Management Are Totally Different (mailchi.mp)
Which phase of a negotiation do you find most difficult?
You probably already know how hard it is to negotiate confidently. You know the difficulties of setting out the right information to influence others to your point of view. Or how debilitating it feels when you are sitting opposite someone who seems to hold the whip...
THE SUCCESSFUL NEGOTIATOR – is this you?
Ask yourself these questions to see if you have the key attributes to being a successful negotiator: o You see possibilities rather than problems. o You are an excellent communicator. o You keep an open mind. o You have confidence in your own abilities and the...
How to find great prospects
An excellent article by Lucy Hogarth, founder at the Marketing Centre Find the full article here Let us tell you a secret. There’s an industry dedicated to finding small and medium-sized businesses a load of great, qualified leads. This may seem like a mysterious art,...
Advance the relationship – don’t continue it
I am sure you have heard something like this after a sales call to a customer: “It was an excellent meeting, they really like us and what we do. I got on really well with the buyer and their team. It seems we support the same sports team and our kids are the same age....
Energising conversations
“How do I know what I am thinking until I have said it” is the comment that sparked this blog post. It was made by a client of mine during one of our monthly meetings where we talked about how to grow their business. They talked about their ideas, their expectations,...
Make yourself scarce
Make yourself scarce No, I don’t mean go away. I mean make what you do or who you are a scarce resource and see what happens next. It works for me. Too many times in the past I have made myself a commodity and then wondered why no one was prepared to pay a premium. If...
Agreeing on the problem – Seth Godin
Seth Godin is a prolific author churning out reams and reams of high value content. I read this and just wanted to share it with the people who read my blog. I take no credit whatsoever for it as all of that goes to Seth himself Agreeing on the problem Please don't...