Blog
Know Your Client’s Buying Motivators
In the same manner as a skilled surgeon would not operate before conducting a thorough assessment and discovery process, you cannot fulfill or exceed your client’s expectations without a discovery process. Identifying key buying factors is vital in order for you to...
Young Engineers Leadership Weekend in Vancouver
I recently had the privilege of spending the better part of two days facilitating the Young Engineers of ASHRAE (YEA) leadership weekend. We started the session by exploring the challenging question of – What is your Why? I start by showing them the Simon Sinek video...
Why Qualify Your Customers’ Requirements?
For starters, qualifying customer needs and wants just makes good sense. It saves you a lot of time; differentiates you from the hustlers that want to sell based on their self-interests; positions you as a professional sales person that is genuinely interested in...
What Informs a Buying Decision?
If you are in any type of sales role – direct selling, retail, B2B, etc., this blog will help you become better at understanding what informs your customers or clients to make a buying decision in your favor. It should also enlighten those that don’t understand why...
The First Sale – It's All About You!
In your customer's eyes, the way you present yourself has a direct impact on how they perceive the quality of your product or service. If you do not present a quality image, and conduct yourself in a confident and professional manner, your customers may look to others...
Your Virtual and Living Brand
In the age of Linkedin, Facebook, YouTube, blogging, etc. almost everyone has a brand in cyberspace. We also have a living brand which is shaped based on our interactions with others. Whether you know it or not, your colleagues, your clients and your boss all have a...
Stop Chasing Too Many Priorities
Feeling overloaded and overwhelmed is the norm these days. Most corporate leaders and managers feel they have too many conflicting priorities and demands and must somehow satisfy everyone, and do everything to succeed. Research has revealed that the more executives...
Elevator Pitch
There are six building blocks that create your value proposition and define your positioning statement. Answer each question thoughtfully to define your unique offering: Target customers. Whom do you serve? What makes for an ideal customer regarding industry,...
Beyond The Clichés
Wikipedia defines a cliché as “an expression, idea, or element of an artistic work which has been overused to the point of losing its original meaning or effect, especially when at some earlier time it was considered meaningful or novel.” To some degree, we are all...
Do New Year’s Resolutions Work?
Here we go again – a New Year, a fresh start, this year will be different. We’re filled with optimism and high hopes for greater success, better relationships, more money, weight loss, etc. You know the list of the usual suspects. It is estimated that 90% of...
Training – What’s the ROI on staff development?
When was the last time you really thought about the impact you were getting from your training investment? If you are honest, it’s probably been a while. Company funded and managed programs can be very effective in developing staff skills and competencies specific...
Connecting with Your Audience
People don’t fall asleep during conversations with you (hopefully not) so why do they fall asleep during your presentations? The answer is simple – you are not having a conversation with them.Here are some guidelines for you to become more engaging and effective the...
Recent Comments