Blog

Really listening – It’s a kind of magic

I can listen, I hear you say. But, can you? Listening is a very developable skill. Listening is far harder than speaking. Really listening takes effort and skill. Really listening means ignoring the urge to speak and to leave questions waiting. It is a kind of magic. Being able to actively listen can truly transform the way we interact and communicate, not only in business but in our family lives as well. “Why won’t you listen to what I’m saying?”…

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Romancing the client – professional sales is a seduction

We all know the kind of clients we would like to work with, but how are we going to get them? Those of you who have attended my workshops and seminars will know that I take a very soft approach to professional selling. First we sell ourselves to our prospects, starting with Knowing, moving to Liking and working towards Trusting. Business is not about hitting clients over the head with a big stick and dragging them to your cave. It…

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Opening doors and getting new business – The art of soft selling

I had a great meeting with an old client of mine this week, where amongst chat of rugby and motorbikes, we discussed why it is that so many professional consultants don’t like to business develop. Interestingly, we both felt exactly the same way and came to the same conclusions. Good consultants are good consultants. They are technically excellent, they provide their clients with fantastic advice, great candidates and an efficient service. They solve their client’s problems. That is what they…

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The power of the database – re-live those old candidates now

Its a really common thing. You work with a really great candidate, you place them into a great job. Yippee. You do all the good stuff – the congratulations lunch, the follow up calls, you make them non-active on the database and your job is done. Right? WRONG Of course this person should then become a client and you should work to continue to build the relationship into a really great one for the future. A client for life, if…

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Picking up the phone with confidence – Stop cold calling and start introducing yourself

We all use phones all day long, we speak with clients, we talk to friends and loved ones, we call colleagues and suppliers. We are more than happy to speak with people we know, but when it comes to calling someone we don’t know, even the most hardened sales-people can go weak at the knees. If this sort of thing makes sales-people nervous, then I know its not going to be fun for people in the professions who have more…

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