I’m sure you’ve heard this phrase plenty of times before: Give them what they want, not what they need. And I’m sure you’ve always felt a bit suspicious of it too.   After all, it just has that ring of the manipulative about it doesn’t it?   Surely the authentic thing to do would be to be honest with your client…

Way back in the dark days, when I was a corporate cubicle dweller there was a common trick used by salespeople.  One that I was taught as a rookie recruitment consultant, and it served me well – up to a point. I was trained to cold call potential clients and tell them that my company was conducting an industry survey…

Today I wanted to give you a quick reminder of how important it is to bring a solid, confident foundation to your sales interactions because… When You Wobble Your Client Wobbles What I mean by this is that in your interactions with potential clients you radiate a certain energy, and it’s an energy that your client picks up on, often…

As you know, I want my role in your life to be to help you get more clients saying “Yes Please!” to working with you. This doesn’t only mean doing the things you need to do to guide them naturally to a Yes.   It also means NOT doing those things that you might unwittingly do to cause them to…

One of the things I often see with business owners who don’t yet feel fully comfortable about sales, is side-stepping or tip-toeing around speaking to potential clients about their problems because they don’t want to come off as insensitive, or even worse, manipulative. They’ve heard all about techniques like using “pain points” to get a client to sign up –…

What do you do in that awkward moment at the end of a sales conversation where the client decides: “Thank you, but No”? Do your sales conversations end smoothly when the client says “Yes” but descend into awkwardness if it’s a No? If so, you are not alone. I recently attended an event where the host made an offer for…