The Needle in a Haystack and Closing

It's an age-old conundrum – how can you search for a needle buried in a haystack? Virtually impossible, I’d say. That’s the problem with selling and especially closing for the business. Indeed closing has a bad rap – visions of Alec Baldwin from the 1990’s – always be closing – don’t do it justice. The hurdle is finding the right customer for you, who has the money to spend, has needs that totally match your product or service and want to go ahead with you right now. They are out…

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Freebies Don’t Work

Today I was running a training course for a corporate client who White Labelled me with their own branding and sold the course for free to their customers. We had 14 people booked, but only 8 turned up, those people who cared to phone the organisers had various excuses. The simple fact that because this was free, they didn’t place too much value on it. I read recently of the Co-Op Supermarket chain who have decided to hand out out-of-date food to those in need. This food is not dangerous…

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10 Online Video Meeting Tips

I spend around 75% of my time online, on video, with clients either live or recorded. I’ve been conducting business this way ever since we came out of the financial crash in 2012 and fully expect this to continue unabated. The percentage may increase as the world of Virtual Reality and Augmented Reality comes tumbling in. So I’ve made all the mistakes you can imagine, but like you, I learn from my mistakes so here’s my ten tips for you. If it’s a meetup with several people, treat it like…

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