Research into technology brands by Forrester has shown that: High complexity equals low trust. Late-adopters (risk averse) are less likely to trust brands than early-adopters (risk tolerant). These findings have relevance for developing trust-based relationships with clients. High complexity = low trust The bottom line is that to create trust you need to be focused […]
9 sales tips to keep clients coming back for more
We all know our client base will change. Previous clients can move to a new area, sell their business, close down, or change their priorities. Finding new business is always important – but so is keeping your previous clients. Here are nine sales tips to keep previous clients coming back for more. 1) Provide exceptional […]
Ideas to create good sales habits
You know those bad habits we get. Like raiding the biscuit barrel during late night TV shows. Or slouching we when we sit. Or biting our fingernails. It’s hard to resist. We’re tempted. We get that short-lived surge of satisfaction when we do it. Before we know it we’ve let a new (bad) behaviour creep […]
How to keep sales busy during slow times
Most industries have regular cycles of slow time. This is often around holidays periods like Christmas, New Year and other cultural or religious occasions. But it could occur for other reasons such as seasonal sales peaks and troughs, or end of financial year issues. Have you ever wondered how can you keep your sales busy […]
How to beat the fear of meeting people
During a sales management training session at an in-house national conference, with the participants being managers from all across Australia, I gave them a 2-minute break and asked them to get up and talk amongst themselves. When we resumed I asked how many of them made a point of meeting someone they didn’t know. One […]