sales game is changing so quickly it is hard to keep up with the rule
changes. Is throwing a double 6 still the best extra turn? Likewise,
what our clients expect of us is evolving at an equally stimulating
think the fundamental shift started with the advent of the internet and
in particular Web2 technology.
was a time when your business was like a SUV with dark tinted windows.
No one could see inside. You could literally do anything inside and the
world just simply did not know how you run your business, treated your
clients or even treated your staff. It was like being able to sing
terribly out of key with no one the wiser.
article at the bottom of this newsletter will provide a few practical
ideas around how you can start to put that real intent into your
business without losing business.
client focussed do you think our hero is in this video?
you tell if you were at the other end of the phone?
“So far we have
seen a solid 20% increase in referrals. We are also noticing a
significant jump in quality and the additional 700+ referrals per annum
represents very real income opportunity.”
Gavin Greaves, Director, APEX Advise Group
Your Day , 101 Blogs
Authored by Mr Peter A Taylor
This book is a
collection of thoughts, social comment and the perspective of a man who
turns lemons into lemonade.
After a successful life
of free spirit and a dream to participate at Barcelona Olympics, a sand
fly bite becomes his nemesis.
Peter continues to live
with Leishmania. The side-effects of over 900 doses of chemotherapy and
similar treatments has left him 80 % blind and profoundly deaf.
These blogs are his
comments over the past two years.
Kindle Version on Amazon Paperback Version
Real Intent Into Your Daily Business.
no mistake that there is an element of bravery needed to action this
idea. Apart from the natural resistance to change, it is not easy being
transparent and honest as you can feel quite exposed.
Batten from www.beyondtheceiling.com first introduced me to the concept of professional
vulnerability. There is sound economic reason to present some flaws as
well as all the good stuff about you and your offering. If clients are
naturally suspicious then give them what they are looking for so they
can discover what is not perfect and relax.
counter intuitive as this may sound, it makes sense. Having discovered
the bit that is ‘too good to be true’, they can relax and settle into
your conversation. The fact that it was you that did this means that
the pendulum of credibility swings back in your favour. You can now
start being a human selling to humans the way they want to be sold to.
Pink in his book ‘To Sell Is Human’ suggests that you build a base of
good features and benefits and then add the negative at the end. Others
suggest that you sandwich a negative between two positives as you would
when giving feedback.
I think you have to judge it for yourself as each situation is a little
different. But please remember that if the negative is a game breaker,
it does not matter when you put it!
Read More >>
you may reprint MY article in any of your publications provided you do
not edit it in any way (except for formatting changes to suit your
publication style), and include this resource note with the article:
Bill James is a professional speaker, trainer, and consultant on the
topic of Finding, Landing and Growing your business. Visit billjamesspeaker.com for more information on a sensational keynote
presentation, workshop, breakout session or seminar.