How to handle meetings in busy crowded areas

Do you ever have to meet clients or colleagues in crowded areas to have a meeting. Starbucks, busy hotel lobbies, reception areas, service stations. Unfortunately it’s the sign of the times and we don’t always have the privacy of a room. Read on and I’ll share some ideas on how you can get the best out of these meetings. I could just see the Prudential logo on her notepad so I guessed she was a financial adviser meeting with a prospective client in a hotel reception in deepest darkest Suffolk.…

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We buy on emotion and justify on logic

You’ve probably heard it a number of times before but it’s so true – people buy on emotion and use logic to justify their buying decision. We emotion sell don’t we. Let’s spend a few minutes now seeing how we can capitalise on this… This year I failed to get to the Glastonbury Festival which I’ve been able to attend every year for quite some time. Awfully disappointed I was, especially as the festival approached, and the TV and the newspapers were saying what a brilliant Glasto it was going…

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Have a conversation not an interrogation

What do newly trained coaches and my daughter have in common? They keep butting in with a prepared question just after the other person is talking. I noticed this the other day when I was assessing some newly trained sales coaches. They were so wrapped up in getting the right questions asked to achieve their GROW model or FISH model or PESOS model, or whatever they’d been taught, they forgot to listen to exactly what the other person was saying. They seemed to be butting in all the time. My…

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