Blogs

Aug 03, 2015 - Working with clients I often see the same principle being applied to developing content for presentations. There is a strong temptation to cram in too much information - running the risk the audience will disengage and you fail to get any of your messages across.

Nov 05, 2014 - What role does reciprocity play in developing Trusted Advisor relationships? Asking a client for a favour or giving the client a favour are both equally helpful in developing the business relationship.

Oct 14, 2014 - Being relaxed about working proactively with customers shows that you do not have a ‘rationing’ mentality, there is more you have to offer and you are totally comfortable with always being able to demonstrate your value. This builds trust and demonstrates a customer-centric not knowledge-centric approach.

Sep 01, 2014 - Is it necessary for you and your clients to like each other in a trusted adviser relationship? If you have to continue to deal with a client you don’t have a natural rapport with, it pays to develop a strategy to get the relationship onto a sound footing.

Jul 01, 2014 - The old school model of selling used to teach the ABCs – Always Be Closing. In today’s world where clients have access to a lot of information and are active participants in the purchasing process this approach is outdated and could possibly even lose you the sale.

Jun 17, 2014 - We got a puppy three weeks ago. You get a lot of advice when you get a puppy. The manager at the pet shop down the road wrote out a daily schedule for us

May 20, 2014 - “Well, I want an apology!”. This coming from a person who had been in a conflict situation with a work colleague for near-on two years.