Trust-based Networking and the Paradox of “Collateral Benefit”
A (seemingly) simple question: What is the goal of business networking? The goal of most business networking is to make new connections in order to get more business. The goal…
Question Obsession: The Consultant’s Nemesis
Do you go into sales meetings – even meetings with your existing clients – with a slew of prepared questions? Do you constantly find yourself asking question after question in…
The Shortest Route to Sales is Not the Direct Route
Complicated sales processes just separate us from a basic truth: serving the customer sells better than serving the seller.
62 Sales Tips for a Recession – Based on Trust
62 specific suggestions for increasing trust in sales during a recession
Day 4 of 5: Trust-based Business Development in a Recession: Principle 3, Long-Term and Relationship Focus
In a recession, the most important trust and business development principle is to remember to take a long view; precisely what most people don't do.
Day 3 of 5: Trust-based Business Development in a Recession: Principle 2, Collaboration
In a recession, selling based on trust principles is even more powerful. One of those principles is collaboration.
Day 2 of 5: Trust-based Business Development in a Recession: Principle 1, Client Focus
Trust Principles are even more important for business development in a downturn; here are 25 or so specific trust-based ideas for selling in a recession.