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.

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clients have access to a lot of information and are active participants in the purchasing process this approach is outdated and could possibly even lose you the sale.