9 June 2022

Creating a lasting relationship: How to build trust with clients

When talking to clients, there’s a number of approaches you can take: the light touch, the hard sell, influencing, manipulation, and the list goes on. These all have advantages and disadvantages, ...

Read more

5 May 2022

Getting ahead in negotiations: Reading and controlling body language

The most skilled poker players can win even when they’re holding a terrible hand. That’s because they know how to read their opponents’ body language and control their own. They’ll pick up on the ...

22 July 2021

Taking out the guesswork: how to give your customers a voice

‘The customer is always right.’ Anyone who’s ever worked in retail may well flinch at that line. As individuals, some customers can be loud, rude and downright annoying, but as a group they’re hard ...

15 July 2021

Relearning old skills: Remembering how to network again

We’ve spent a lot of time indoors over the last year and a half, with our social interactions being largely restricted to Zoom, phone calls, emails and texts. While some people have already started ...

3 June 2021

How to use Linkedin to make the right first impression with clients

Once upon a time, salespeople would have a large rolodex or address books full of names and contact details. Nowadays, they’re just as likely to utilise their LinkedIn connections.

18 February 2021

5 tips for remote selling

The Chinese word for ‘crisis’ is made up of two characters – one meaning ‘danger’ and the other ‘opportunity.’ This is the perfect description for the current situation many organisations have found ...

6 February 2020

7 types of objections and how to handle them

When selling, the dream scenario is where your prospect hears about your product or service, immediately wants it, shakes your hand, pays you and you both leave happy. Unfortunately, it rarely goes ...

23 January 2020

4 steps to consultative selling

Once upon a time, a typical salesperson had their products or services to sell and would aim to persuade their customers and clients how wonderful and useful they could be. They would demonstrate ...