Taylor Swift has extraordinary interpersonal skills. She is a superstar at ‘people buy people first’. Yes, she is an incredible songwriter and singer, but these skills alone are not usually enough to produce such spectacular, global success. It’s her ability to win people over that warrants further investigation. So, just how does she get people […]
Top sportspeople when they are not playing at their best, know the key to get back on form is to revisit the basics. Golfers use a coach to check their swing, tennis players their shots. Mastery of the fundamentals is where excellence begins. The same applies to sales and leadership.
You’ve heard it before – people buy people first, and whatever else second. It’s one of the timeless principles of selling and it is as true today as it has always been. If people don’t feel they can work with you, if they don’t feel comfortable or trust you, they will usually not tell you – but they
‘Fall In Love with the Problem, Not the Solution’ is the title of the best selling book by Uri Levine. Written as a practical guide for startups and entrepreneurs the book highlights the importance of fully understanding the concerns of your target market and making that your priority, NOT your solution. The same applies to selling. In fact, it
If you want to persuade your customer to buy your solution, you must first convince them that the risk of doing so is low. Buying is a risky business, especially in today’s economy. Salespeople often fear rejection, but the customer also has a fear – the fear of making a mistake, of paying too much, […]
Selling, like sport, has its highs and its lows. When things are going well it’s the greatest job in the world – we love the feel of winning. But what happens when things don’t click for us or the market toughens and we hit a dry spell? It’s easy to lose confidence and begin […]
