Rapport

To help you sell, ask don’t tell

To help you sell, ask don’t tell

My brain is bursting! (This article originally appeared in LinkedIn here) I’m currently half way through “Pre-suasion“, the brilliant new…

TALKING SALES 106:	Sales Mistake 2 – “It’s all about me, me, me”

TALKING SALES 106: Sales Mistake 2 – “It’s all about me, me, me”

“Successful sales conversations are all about the customer’s business – not our product” – Interview by John Smibert   In this…

TALKING SALES 90: “Humanizing customer engagement”

TALKING SALES 90: “Humanizing customer engagement”

                “Effective engagement requires being human and generous” – Discussion with  John Smibert.   In…

TALKING SALES 88: “Three brain congruency for sales effectiveness”

TALKING SALES 88: “Three brain congruency for sales effectiveness”

                “Why is it vital that we develop a more customer aligned mindset?” –…

TALKING SALES 80: “The Sales Closing Conundrum”

TALKING SALES 80: “The Sales Closing Conundrum”

                “The way we have traditionally tried to close a sale is problematic?“ –…

TALKING SALES 62: “Put the cart before the horse – Don’t Tell – Show”

TALKING SALES 62: “Put the cart before the horse – Don’t Tell – Show”

“Treat them as a client before they are a client”  –  Interview by John Smibert.  We are always being told to…

TALKING SALES 57: “How to prospect – by one of the masters”

TALKING SALES 57: “How to prospect – by one of the masters”

  Steve Hall is a master at prospecting. In this interview Steve tells John Smibert how he achieves very high success rates at opening doors…

TALKING SALES 20: “Building Genuine Rapport” – Steve Hall

TALKING SALES 20: “Building Genuine Rapport” – Steve Hall

  In this 2 minute interview Steve Hall tells John Smibert how to build genuine rapport with your customer. He also debunks…

TALKING SALES 17: “Adapting sales process to buyer behaviour” – John Dougan

TALKING SALES 17: “Adapting sales process to buyer behaviour” – John Dougan

  In this 3 minute interview by John Smibert, John Dougan, provides insight into the need to change how we engage with the customer subject to…

White Papers

Strategic B2B Social Selling – A brief for the CEO
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Sales Tools

5 sales management questions for insight and value
  In a recent interview with Dean Kelly “How to conduct the Internal... More
Bubble Chart – creating value in client conversations
  In a recent article titled “How to challenge your customer”... More
Death of A Sales Lead, or: What’s the Problem with Marketing’s Sales Leads ?
My firm specialises in working with Sales and Marketing teams in medium and larg... More
Rethinking CRM and Business Engagement
How sales engagement is changing and what we need to do to stay ahead of the wav... More
TALKING SALES 117: “Social media technology madness – how to choose”
              “Forget about the shiny new toy; think about your bus... More