Having Better Client Conversations

Part 3: Strategies for Collaboration

Your conversations with clients should be neither interrogations nor monologues. In this video we give some tips on being more interactive with your client.

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Having Better Client Conversations

Part 2: Asking Insightful Questions

When planning our client conversation we suggest that you prepare questions to ask. In this video we discuss the types of questions and how to use them effectively.

Sales Skills Training

Having Better Client Conversations

Part 1: Why We Do Too Much Talking

When we meet with clients we have a number of goals for the conversation. Quite often those goals aren’t achieved because we find ourselves talking too much.

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Biggest Networking Mistakes

Avoid these mistakes to maximize your networking opportunities.

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4 Keys to Productive Networking

Part 4: Follow-up

If you don’t follow up, those networking contacts will go to waste.

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4 Keys to Productive Networking

Part 3: The Message

When networking you must turn the conversation toward your purpose for being there, developing new connections that can grow your business.

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4 Keys to Productive Networking

Part 2: The Conversation

Networking is challenging for many people. In this video we discuss how to break into a group and how to get a conversation started.

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4 Keys to Productive Networking

Part 1: First Impressions

Networking is a great way to build your business and your personal brand. People often make assumptions about us based on their initial impressions.

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4 Keys to Better Client Conversations

How prepared are you when you meet with your clients? This video gives you 4 tips to help those meeting be more productive.

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Working More Effectively with Others

Leaders need to find ways to work with a wide variety of people. In this video, Bill shares some ideas on how to do that more effectively.

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How to Get More Accomplished

Regret often comes from not getting enough accomplished in a week or a month or a year. This video gives you 5 suggestions on how to get more done.

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How Information Nuggets Help in Negotiations

Everyone who has contact with a client or a supplier has the opportunity to give or capture nuggets of information. These nuggets can help or hurt us during negotiations.

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Giving More Confident P-P-P-P-Presentations

Many people lack the confidence to present in front of a group. This video gives 4 ways to present more confidently.

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The Curse of the Experienced Salesperson

While becoming more experienced in any area is usually an asset, salespeople need to be careful that they don’t become too smart to learn from their clients.

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Dealing with Objections

Whether we’re selling a product or an idea we will often encounter objections from our clients. This video will help you deal with the 4 major ones that you will hear.

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Congratulatory Coaching

Too often leaders are focused on correcting behavior, but catching an associate in the act of right behavior and commenting on it may be an even more effective method. In this video we talk about how to make congratulatory coaching work for you.

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For More Interactive Presentations

Too many presenters just speak at the audience. In this video we describe ways for you to make your presentations more interactive and more interesting.

Communications Skills Training

Building Better Client Connections

Learn the main reasons clients will leave your business and what you can do to build better relationships.

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Assignment: Individual or Team

When assigning a project, how can I decide whether to give it to one person or create a team to do it?

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Presentation Opening – Part 2: Do This

Open your presentations in a way that will catch the attention of the audience.

Communication Skills Training

Presentation Opening – Part 1: Stop Doing This

When you open your presentation you have the opportunity to “catch” your audience or bore them. In this video, we discuss some examples of ways you should not begin.

Communication Skills Training

The ABC’s of Posture in Sales

Many sales are lost and many more lose their profitability because a salesperson was not able to maintain their posture during the selling process. So, what is selling posture and how does it affect your ability to sell more profitably? This video examines those two questions.

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