The story I recently attended a Sydney Symphony concert at the Sydney Opera House. At the end of the performance an Emirates Airlines hostess in full uniform presented the conductor with a bouquet of flowers. The gesture subtly reinforced the message that Emirates was sponsoring the evening’s performance and is a supporter of the Symphony… Read more…
Presenting to attract more business
You have had the initial meeting with your prospect, found out their needs and they have invited you back to present to the management team. Great news! Unfortunately at this stage many proposals fail to get across the line due to an ineffective presentation. You are the presentation A common problem with presentations is that… Read more…
Developing your proposition to answer “What’s in it for me?”
As you look to attract more business, there is one question that will be on the minds of your prospects that you need to be able to answer: “What’s in it for me?” When approaching or seeking to attract a new client, customer or partner you have to be able to clearly articulate “what’s in… Read more…
Bringing to life what you offer
It doesn’t matter how good what you have to offer is if you can’t communicate it to your audience Here are some simple techniques to put some more bite into your proposition and bring to life what you have to offer increasing your chances of having your audience say yes. Outcomes Focus on the outcomes… Read more…
Sell the BIG IDEA first, the detail second
One observation I have of many business developers is that too often they make the mistake of launching into a detailed outline of all the packages and options they have available, before they have sold the prospect on the big idea, the benefit of them being involved in the first place. Let’s look at this… Read more…
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