I’m often asked what the key competence is for people in sales and client focused roles: “What is the key skill we should look for when we are interviewing for a new hire?” “What is the number one skill that person needs?” “What is the differentiator between a
"Does your business bother to return phone calls? I mean those calls where people ring and you know they just leave a message saying that they were being referred to them or they wondered if they could get a call back. You see, I'm in a strange
When you add real value to the front end of your sales process things can change to such an extent, the ability to make a sale is increased by huge amounts. There are a couple of things I've tried to buy recently or in the
"There are lots of ways to get new business, and one of those ways is to phone the people that you want to talk to: cold call them, introduce yourself to them, find out whether they're the right person, get to a conversation which explains
"I know I bleat on a lot about thanking people: thanking clients for the business they give you, just thanking people generally for for being kind. One thing I've missed though, one thing I notice is not enough people thanking the people who refer them
"So many emails trying to sell you stuff, what is going on? Don't people understand that my delete button is just the same as everybody else's delete button. If you're trying to sell things to people by emailing them and then following up saying "I
“So many businesses talk about being massively high quality…. they tell me that they are the top of their game, they don't need any help and then they serve your instant coffee out of a cheap cup or a plastic cup or ….. do you
"So, here's a question for you it's a pretty simple one: What is it you want to achieve and what are you actually prepared to do about it? Because, I spend so much time listening to people tell me what they want and how they want
