Category Archives: The Business of Show

Getting someone to Trust You: Starting the process

Sixth in the series of ‘How to Win More Business face-to-face’.

NB If you’re reading this on a mobile phone and can’t see the video to click on, here’s the link http://www.youtube.com/watch?v=ptbuwTnx9UA

Building trust with another human being is a complicated process – both psychologically and in terms of our social intelligence. But it’s NOT a LONG process. And the research shows that Read the rest of this entry

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Check your worms to win more business!

Fifth in the series of ‘How to Win More Business face-to-face’.

NB If you’re reading this on a mobile phone and can’t see the video to click on, here’s the link http://www.youtube.com/watch?v=px295gHPAU8

This week the video says it all, so, if you’d like to benefit from this tried and tested power technique to make each and every one of your business relationships (and personal, actually) more profitable, then feel free to watch the video – you’ll be amazed just how easy these things are to learn and put into practice!

It’s really about how to increase the value of your Read the rest of this entry

Listen like this and they will love you

After food, shelter, protection from predators, and procreation, getting people to like you is one of the primary motivations for humans. Everyone is born with primary needs and the motivation to meet those needs is so strong that we would rather die than experience life with none of our needs met.

The need for Connection is one of the four needs that we must fulfil to survive Read the rest of this entry

How to qualify your sales target

This article is about how to identify potential Customers, Clients or Consumers – QUICKLY. Whichever ‘C’ word you are using, you might consider using the ‘F’ word instead, because in this world where everything – even in business – has become ‘social’, what we are really trying to identify is Read the rest of this entry

The Polarization Technique – Update

Just a quick update on last week’s blog.

There will be occasions when you have the perfect prospect in front of you and YOU MUST GET THEM TO BUY INTO YOU AND YOUR PRODUCTS.

This is NOT the situation where you need to polarize – obviously.

This is more likely to be the case when you finally – after trying for some time – get in front of a budget-holding decision-maker. This will be the sale that you want to get, even if you have absolutely nothing in common with your prospect.

In this instance, creating rapport and common ground must be your intention, and for this, you need a) some finely-honed skills, and b) a great strategy for advancing the relationship.

I’ll be dealing with this in fine detail in future articles, but for now, let’s just say that mirroring and matching the other person’s body language IS a tried and tested method, BUT it’s only the start and MUST be done with real skill.

Thank you for following this blog.

Always feel free to ask any questions – put them in the comments box – that we may be able to help you with. And remember, all of this is completely free of charge!

Invisible or invincible?

Most of us, when we step outside our front door, are going off to meet with people and create some sort of impression.

Whoever we meet in the course of our day, we want things to go well, (in the way that we want), which means that we will need to communicate in a way that Read the rest of this entry

Be remembered everywhere you go!

I am so grateful that in the last ten to fifteen years the neuroscientists have made such amazing discoveries that we no longer have to guess what works and what doesn’t.

I’m talking about Read the rest of this entry

Stop people dead in their tracks with empathy

Small business owners

A lot of my work is teaching small business owners how to ‘Stop people dead in their tracks’.

Another way to describe this is: Writing copy or a script that gets people’s attention.

And more than that, copy that evokes an emotional reaction leading to ACTION. Read the rest of this entry

The Power of Personal Branding

It really is what they think of you that matters first.

Are you likeable? And if so, do you look, sound and feel trustworthy?

Working with business owners as I do, nearly everyone thinks Read the rest of this entry

Without this your sales will suffer

What is the one thing that will ‘sell’ you better online? It’s you on video, of course.

Look, even if you’re a shrinking violet, I can show you how to come across really well in front of the camera.

A lot of it is about content, which I can help you write, but the first and most important aspect will be people liking you, trusting you and buying ‘into’ you and what you are offering.

Watch the video and seriously consider what you’ll be missing if you don’t get a great video on your website.

If you’re not really sure and don’t want to miss out, then, for heaven’s sake, ask me.

0800 840 6093

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