Articles under ‘Developing Relationships’

Here is one of my favourite stories. The philosophy behind it has helped me immensely in building up key accounts:
A man and his wife owned a very special goose. Every day this goose laid a golden egg, which provided a very comfortable income. Some days it laid more than one egg. On occassions [...]

For me the answer is both! Not only do you end up selling more but you have a much more enjoyable time doing so!
When I am coaching corporate sales people and business owners to increase sales with their existing clients I often come across one of two mistakes which get in the way of sales.
Firstly, [...]

When I first got into business networking I felt very awkward and did not say much until someone came and spoke to me. I realised that this would limit the number of people I would meet so I decided that I would learn how to feel more confident about networking. I asked a few [...]

When I first started in sales I thought that all I needed was to learn a bunch of sales techniques. I soon discovered that there was so much more to selling.
Many sales trainers will have you believe that if you just follow their techniques you will never look back. For some people that will [...]