Developing skills to influence and persuade are very important to your success as a business person, especially if you have key responsibilities in sales. But most importantly, it starts with you and how you influence yourself! The psychologist behind Team GB's cycling success is Dr Steve Peters. Steve teaches sportsmen and women how to "keep the chimp [...]
We are all familiar with upselling and cross-selling. The downsell is where someone has declined your product or service offer (sometimes by simply clicking the close button on your web page) and you offer them an alternative product at a lower price (which you should always do if you can). The advantage of a downsell [...]
Many of you will have heard of the 80/20 rule in its various forms. One example of this is that we unfortunately spend 80% of our time on tasks and activities that only deliver 20% of our results. Here are some key questions to ask yourself to refocus your time, resources and energy: What must [...]
When trying to re-establish relationships with past customers, some customers will be comfortable and feel as if they just conducted business with you yesterday while others will wonder why you went to the trouble of contacting them. Who is a reactivation candidate? To reactivate customers, you need to be attentive to the process. First, to determine [...]
It was a very sad day last Monday (July 16th) when we said goodbye to Steve Covey. I have found his books - "The 7 Habits of Highly Effective People" and the "8th Habit" - to be great influences, on both myself and my work with clients. Many of you will have read the 7 [...]