The telephone is a communication vehicle where you only have one chance to make a first impression and like many aspects of the business development process, preparation can dramatically enhance your performance. Here are some points you might like to consider before your next call. Physical location Ensure that your physical location is conducive to… Read more…
Get experienced and attract new business
If you really want to break through the communication clutter and attract your audience focus on getting your audience to experience what you have to offer Create an emotional connection Experience provides an opportunity to create an emotional connection with your audience, more so than a testimonial or telling your audience what your product or… Read more…
Specific questions lead to precise solutions
If there is one sales and business development skill that I recommend you have in working order it would be your questioning technique The ability to question allows you to identify the real issue that your prospect requires a solution for, providing you with the opportunity to provide a precise and unique solution Drill down… Read more…
Questions to get the prospect to say yes
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…
