It’s no secret that we all want to do business with people whom we know and trust. So, how do you build rapport and create trust with new contacts at …
The BNI New Zealand video is ready for release – the last step in the process, seeking approval from BNI HQ in accordance with the new branding requirements has been …
You may think you know why you’re in business, but perhaps it’s been years since you gave it serious thought. There’s no better time than now to re-examine why you’re …
We have been looking at the key obstacles in the buyer’s mind which we need to answer before we can progress the sale. The first of these was the different …
Fiona Powell and I presented a Public Relations and Social Media Workshop in Auckland and Hamilton yesterday to a combined audience of about 140 people… It was during that presentation, …
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Good referrals don’t happen by accident
Instead of waiting for an opening to refer a member in your chapter, why not deliberately set out to create those opportunities on their behalf? Let me explain. I have …
What do you think about most? Take a moment to list what most dominates your thoughts… I ask this question, because in the words of The Roman emperor Marcus Aurelius: …
We have looked at the different type of buyers you are likely to encounter and more importantly their specific needs you will have to address with your solution with each …
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Get to Know a Knowledge Network
Professional associations, or knowledge networks, have been around longer than almost any other kind of group, from the medieval guilds to crafts associations to today’s professional groups and industry associations. The primary …
Following on from the last time when we looked at the introduction phase of the sales interview. Today I would like to focus on uncovering the buyer’s needs through the …