One of my favourite techniques which seems to really hit the spot for clients if delivered at the appropriate time and in the right manner, is what I call the “how would you feel” technique. This technique is used when you are presenting an attractive opportunity to a prospect that has a key competitor and… Read more…
REALLY listening to your prospect pays dividends
At a recent workshop during an exercise on active listening, participants commented on how easy is to fall into the trap of not REALLY listening to what your prospect says and to assume you know what they need. The problem is that by filtering what they say and hearing only the information you want to… Read more…
When rapport is more than a chat over coffee
When I introduce the subject of rapport to clients I sometimes get the response “It’s OK, I get on fine with people” and a look that says “no need to cover that, let’s move on”. Well not so quick! People often think of rapport as simply the ability to interact socially with people. Whilst social… Read more…
Action to take to prosper in and after a downturn
Whenever there is poor economic conditions, it threatens our ability to attract clients, customers, sponsors and funding. We can’t control this threat, however we can control our mindset (what we think) and our activity (what we do). It is our thoughts and actions in response to this threat that will determine the future viability of… Read more…
Effective proposals
Richard helps clients to develop persuasive proposals that grab the attention of the prospect and get the desired results Richard will show you how to: Structure a compelling proposal Build a logical argument of how you can meet your prospect’s needs and your goals Bring your proposal to life using visual aids, key messages and… Read more…
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