by kisonllg | Nov 29, 2013 | Business Development and Sales, Presentation Skills
“It takes one hour of preparation for each minute of presentation time.” – Wayne Burgraff Earlier this week, I discussed with you my head, heart, gut model https://www.kison.com//a-three-point-selling-strategy/ It is a powerful strategy that you can...
by kisonllg | Nov 26, 2013 | Business Development and Sales
Head / Heart / Gut selling – a balanced and human approach to sales and business development. Many years ago Nike introduced the slogan “Just Do It” to market their products and build brand support. The U.S. Army introduced the slogan “Be All You Can Be” to attract...
by kisonllg | Sep 26, 2013 | Business Development and Sales
Do you ever ask your clients “How am I doing?” Your question could relate to project delivery, client satisfaction, and responsiveness to their requests or anything else that impacts the outcome of the project or the quality of your relationship. I strongly...
by kisonllg | Sep 12, 2013 | Business Development and Sales
I am more frequently finding myself in discussions with clients, conducting coaching sessions and attending strategy meetings where the topic of trust is taking center stage. Company leaders are engaging their managers and staff in an exploration of how to create,...
by kisonllg | Aug 8, 2013 | Business Development and Sales
Rainmakers know that Feature, Advantage and Benefit (FAB) selling is not dead! It is essential to know the FAB’s of your products, services or solutions to sell effectively. You build credibility in the eyes of the client by demonstrating your competence and...
by kisonllg | Jul 12, 2013 | Business Development and Sales
Successful Rainmakers and business developers know that when building a relationship with a new client, or going deeper within an existing organization, it is essential to assemble a diverse group of contacts. Having an established network of trusted advisors or...
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