How to Show Your Competence – One of the Three Secrets to Trust

One of the advisers I most admired in my career was a broker called Joss. Behind her desk, in eye view of her clients, was a collage of thank you cards from all her satisfied clients. All her new clients would see these, read a few and immediately feel comfortable with Joss and her competence. My desk was immediately beneath an enormous sign saying "Prudential Property Services" in my first sales role. I relied on the brand to set a solid first impression. Gone are the days when new customers…

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Keyword Snap – Review Exercise for Online Meetings

Online you may find yourself lecturing more than is usual. I’m not going to sermon you on the perils of that but welcome to the real world. Everyone’s mic is muted, and people’s videos are blank; you sometimes find yourself lecturing. So long as the presentation is insightful, engaging, and exciting, plus short, you can get away with it. But you’ll want to get the audience to review and chew over what you said, otherwise, it’ll go from one ear to the next, and people will switch off. Announce that…

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Who Supports You?

According to the Daily Mail, the Premiership Football season for 2020/21 revealed something quite extraordinary. The “total wiping out of home advantage”. Of all the home matches played, 45% were won by the away team, leaving 40% for the home team and the rest draws. The previous season had seen the home team win far more games in their own stadium, with the patriotic fans screaming them along to win. And that’s the point for all of us in sales, professional advising and sales coaching. We need home fans yelling…

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