Nov 30, 2023
Building rapport in the first meeting with a prospective client is a critical make or break for establishing likeability or trust. The first three to thirty seconds is vital, so what do we need to do?
Here are three things we need to get right:
- Pay attention to our dress and our posture! Looking sharp and stand...
Nov 23, 2023
There is a lot to do and once you get to a certain scale you realise you can’t do it all by yourself. This is when you need your staff. That is fine, but they didn’t start the business or if it is an established business, they are not the boss on much better money. How do you get your people to actually really...
Nov 16, 2023
Cold calling is dead! No cold calling is not dead! Lots of debate and advice on this subject and many a fortune funded as a result no doubt. For Japan it is not dead but it is diabolically hard. We need to select ideal prospects who are not presently clients. We need to list companies up who are look-a-likes for...
Nov 9, 2023
There are a number of common structures for giving presentations and one of the most popular is the opening-key points/evidence-closing. We consider the length of the presentation, the audience, the purpose of our talk and then we pour the contents into this structure. Generally, in a 30 minute speech we can only...
Nov 2, 2023
Sales cannot run like a manufacturing production line. We are not making industrial cheese here. This is more like an artisanal pursuit, closer to art than science. Yet, every sales force on the planet has targets which are usually uniform. Each month, the sales team has to deliver a specified amount of revenue,...