Articles under ‘Developing Relationships’

I once heard an excellent saying from a very successful businessman. He said that small business owners decide with their wallets whilst people in large businesses decide with their jobs. Whilst this may not be totally true, it helps us understand why trust is especially important when selling to corporates.
Having a trusted relationship will not [...]

The art of sales is to be able to match what your client wants with what you are selling. To be able to do that requires being able to see things from your clients perspective.
Indeed the mantra of sales people is WIIFM (pronounced WIFF ‘EM – as in WIFF THEM!). It stands for What’s in [...]

I am sorry but I need to get something off my chest today. It’s been bugging me for ages and yesterday was just the last straw!
A new supplier who promised me he would do something let me down, yet again. When we first started working together he couldn’t be more helpful. One month in, [...]

There is a question where I come from that goes ‘Who wears the trousers in this household?’. It’s really a reference to who makes the decision in the household. It is based on the assumption that the person who makes the decisions must be the man of the house. An outdated notion – even then [...]