No Emotional Connection...No Sale!

IMAGE: rawpixel.com / Unsplash Think of a time when you headed into a prospect meeting and just knew it was going to go well – the proverbial “slam dunk.” You were armed with every fact and figure the prospect could possibly need to see the value of your firm’s services. It simply wasn’t possible for them to say “No.” Any rational person would see your well-organized, fact-filled presentation and move forward to becoming a client. Then they said “No.” No...

More

Excuse Me, I Don't Speak That Language

Photo by rawpixel.com on Unsplash Do you speak your audience's language? I don't mean their cultural language - English, Spanish, Japanese. I'm referring to their buying language. That's probably a term you've never heard before. A quick Google search for "buying language" brings up countless results for how to buy a foreign language course or explanations of technical terms for certain industries (e.g., real estate). There are no results for the most important form of buying language..the words, phrases, and...

More

The Award for Most Significant Growth Driver in Business Goes To...

IMAGE: Ariel Besagar / Unsplash Inspired by the Academy Awards, I couldn't resist incorporating the phrase preceding all awards presented at that event in my title. This phrase isn't unique to the Academy Awards, it is uttered when giving out almost any award, anywhere. What? You're still waiting for the answer? Oh, okay. The award for the most significant growth driver in business goes to..Client Service! You weren't expecting me to say something about sales or business development were you?...

More