Noticing the way we speak to clients is critical – and the way we speak to others is not only limited to our mouth. We also communicate with our body language. Imagine a person who is very confident in a meeting – what would that person look like/sound like? How about a person who is […]
Read more...One of the biggest fears people have it speaking in front of an audience. Whether it be public speaking, making a presentation or delivering a sales pitch – the moment we stand up in front of those whom are sitting, our fear appears. I’ve heard people say that public speaking is more frightening than bungee […]
Read more...Pitching to clients can be unpredictable – you never know what they’re going to say, how they will respond or the way your pitch is going to land upon them. That’s OK – focusing on what we cannot control will not give us answers or help us in that moment. So what can we do […]
Read more...All too often, we pitch to clients our offerings – our solutions, services, products, etc. Yet, we don’t take a moment to pause and think to ourselves – “How does this make our clients want to buy it from us?… Why would the client need to purchase this right now? What would compel the buyer […]
Read more...We have different cultures, customs and regulations – and there is still one business world. In business, cultures may differ, but the focus remains the same – to conduct business with those whom we trust. Recently, I was asked by a sales director of a large China-based company – “Why is it that we are […]
Read more...Let’s face it – missing sales targets sucks! No matter how experienced you are, it’s the feeling of under-achieving coupled with public shame which makes us ponder our ability as a sales professional in an organization. Yet – WHO has not ever missed their quota? Having studied top performing sales professionals and following their ways […]
Read more...A while ago, I wrote about the magic of the number ‘3’ in business. I’d like to express more on this magical number, and how it can help us have a better relationship with our clients – Many experienced sales professionals understand the importance of asking questions, and the power of follow-up questions. Moreover, […]
Read more...When I was working for an outsourcing company as a Business Development manager, I received, out-of-the-blue, a Request or Proposal from a large elevator manufacturer company. The value of the RFP was large – packed in 100+ pages of information which contained an opportunity that would involve years of work and hundreds of consultants to […]
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