Listening skills

“Networking’s painful; it’s an unpleasant sales experience”

This is what Caroline said on one of my workshops recently. Fortunately for me that is the view of many people and why I still have a healthy flow of enquiries for my services! In 90 minutes her whole perception had changed when she accepted that the only selling we do is of ourselves, not our company or services. We will only ‘sell’ something when we have built rapport and …Read More

Proactive versus reactive business development

Proactive versus reactive business development There are only 2 ways to grow your business or develop your career. One is to wait for the phone to ring from referrers and introducers; this means you rely on third parties to dictate the speed of growth of your business or build your future. The other is to be proactive by attending events and reaching out to relevant people. This is how I …Read More

The Thrill of the Chase

When you hear the phrase “the thrill of the chase”, it refers to the excitement I and many others feel when trying hard to get something. People who adore the thrill of the chase know struggling with difficulties and setbacks but then achieve a highly satisfying result, is well-worth striving for. Do you feel like that in your business? I know I do and it’s all about attracting new clients and business. …Read More

“I know it’s a girly thing but….”

As part of my seminars, I run an exercise asking delegates what they should be considering before attending business events. After all, no professional or business person would ever dream of attending a client or prospect meeting without doing some preparation and planning. One of the items which is always mentioned is ‘Decide what you’re going to wear’. When the answer comes from a woman it is invariable preceded by, …Read More

“Look at me when I’m talking to you”​

I met Jeff recently who told me he had been ‘working the floor’ …the ROOM I gently corrected him. He proceeded to tell me he was talking to someone who was looking around the room during their conversation, the height of rudeness you will agree. He then told me he said “Look at me when I’m talking to you” at which point the conversation ended and they went their separate …Read More

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