Articles under ‘Soft Skills’

Many years ago I learnt a powerful influencing technique from my boss. He was a high flying finance director and I noticed how he used it to gain agreement. When I started learning from top sales people I noticed that many used this simple technique too.
I have since learnt that its called ‘The McCabe [...]

Would you like to be more persuasive with your clients?  Want to know some simple, easy ways to make a great impression, especially around ‘tricky’ areas like pricing?  Here are 3 simple tips about how you can use specific language to influence the results you get with people.

Use these 2 little words that [...]

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 [...]

You can avoid some serious diseases by receiving an inoculation. The smallpox inoculation works by infecting an individual with a mild case of smallpox and the body builds up natural defenses. In a similar way, you can inoculate prospects against serious price objections by using the concept of inoculation. This will help enormously when closing [...]