Please find a range of blogs below:
29 January 2017
Trust, Rapport and Creating Loyal Clients
The words ‘trust’ and ‘rapport’ seem to be in common parlance within professional services businesses as if they are automatic givens, like ‘email’ and ‘smart phone’, yet only the shrewd and knowledgeable businesses truly understand the significance of these two key words to growing a sizeable quality client base. Going back in time, rapport was not a common feature of the advisor-client relationship. If you consider medicine for example, rapport was often deliberately missed...
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22 January 2017
Winning Business through Powerful Presentations
Imagine this, you walk into a room full of people and take a seat. The lights dim and a well-dressed speaker walks on, taking centre stage. The presentation begins. Your senses are pleasantly assaulted by visuals, music and a powerful voice that cleverly introduces you to a significant idea that resonates immediately. As the lights brighten again you check the time. It feels like 20 minutes have gone by, but actually a whole hour has raced by.
When you witness a great presentation, it's...
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18 January 2017
Are you Giving Up on Perseverance?
Many professionals feel there’s a contradiction around perseverance. The advice that we often read about from some business gurus and success superstars is how important it is to keep going regardless - until you get to your intended outcome. This is compared with the opposite advice which is “when something isn’t working, do something different.” It’s a tough call because there are pros and cons for both strategies. The answer is probably partially around how long you may...
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15 January 2017
Phone Strategies that Actually Work for Professionals
Using a telephone strategically is something that every professional will acknowledge. However, many professionals quite understandably find it challenging to do or say anything that sounds ‘salesy’ or pushy. With this in mind, let’s look at ways any professional can become more strategic immediately without feeling uncomfortable - following a few simple ideas. There are three types of ‘business phone call’ conversation. The Landline, the Mobile and the Skype...
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01 January 2017
Objection Handling .… made so very simple
There seems to be an anomaly for professionals in all matters relating to objection handling. The bottom line is that many sales trainers and business coaches alike seem to believe it’s all about having ‘smart’ replies to deliver, with a smile and expression of self-assurance when faced with a client objection. Maybe it’s time to set the record straight using the WE’RE OK concept. As a professional, you would probably want to steer clear of any type of sales patter when...
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