It was great to receive this feedback after a recent training program: Hey Stuart! Just thought I’d send across a quick message and give you an update. Both Andrew and I have used your SOX strategy this morning and we booked a meeting each within 10 minutes. We made sure to really engage with the […]
How to manage sales negotiations – will AI help?
The art of selling is about making things happen; gaining agreement to move ahead with a deal or a commitment. Negotiation – even if it is subtle – is an inherent part of most sales environments. Earlier this month the 11th annual ‘Olympics’ for hagglebots was held. This is a competition for artificial intelligence software […]
How to say ‘No’ to clients and still have them buy
Have you ever heard the saying, “The customer is always right”? It makes sense, doesn’t it. The customer is the person who ultimately pays your bills. Without customers any business will grind to a stop. Even the world famous management consultant Peter Drucker has said: The purpose of a business is to create a customer […]
Understanding the emotional experience of clients
It’s often the case that customer satisfaction is measured by a survey that gives the level of satisfaction a numerical rating, like between 1 and 10. But emotions are not linear, so this form of measurement may be entirely misleading. Do you really know how to understand what your client is feeling? In a thought-provoking […]
How your phone could ruin your client meetings
Everyone has a smart phone. It’s hard to do your work outside the office these days if you don’t have one. It’s like a second brain isn’t it? Everyone is so used to carrying their phone around that often they don’t think twice about what to do with their phone when meeting with other people. […]