Tag Archives: trust

Please Don’t Overdose on the Fortune Cookies

Please Don’t Overdose on the Fortune Cookies

No matter what you’re selling, remember one thing. The most important commodity you’ll share with your client is trust. Don’t sacrifice that by being glib.
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Ditch The Script

Ditch The Script

Yesterday I presented at The Customer Compass event in Sydney, a conference that looked at how to use data and insights to drive organisations and customer centricity. I spoke about social insights, andContinue Reading

The Thrill of Success – Your Weekly Direct Sales Mentoring Tip

The Thrill of Success – Your Weekly Direct Sales Mentoring Tip

The thrill of success when these promotions and campaign work builds a deep sense of trust, cementing that relationship at a level that will keep the client coming back for more.Continue Reading

Are You Winning the Hearts and Minds of Your Customers?

Are You Winning the Hearts and Minds of Your Customers?

In Dan Kennedy’s newsletter for September, he was asking that exact question. Business is basically about winning the hearts and minds of your valuable customers, your advertisers in the case of media. I am always a strong advocate of looking outside your own business to other businesses and observing what they do to see ifContinue Reading

Why Should Your Clients Believe You?

Why Should Your Clients Believe You?

A couple of weeks ago, Shaun and Mike did a great video where they discussed the importance of your clients being able to prove the claims they make in their advertising (you can see it below). The same goes for your clients and your claims as a sales person – why should they believe you?Continue Reading

Curve of Gratitude

Curve of Gratitude

One of my business partners at NRS media, KM, always used to say – the best time to re-sign your client is at the “curve of gratitude”. Politicians call this the “honeymoon period”, a period in time where once you have been successful you get a “sweet spot to be forgiven and to build trust”.Continue Reading

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