Year: 2014

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Team Building – Communication and Preparation are Key

“The strength of the team is each individual member. The strength of each member is the team.” — Phil Jackson

Over the past three weeks in particular, the Irish rugby team under coach Joe Schmidt has been demonstrating the power of working together towards a common goal. The history of Irish rugby is one of inconsistency. Great wins have been too often followed by insipid performances, interspersed with that most Irish of beasts, the moral victory. What we are now seeing is a completely new attitude. Schmidt places great emphasis on the value of small details in the context of the bigger picture.

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Sealing the Deal – Face to Face!

“All things being equal, people will do business with and refer business to, those people they know, like and trust.”-Bob Burg

No matter what our job or profession, we’re all involved in sales. There are many different approaches, but the end goal remains the same, persuading the customer to part with their money. Sometimes we need make no great effort. The customer knows what he/she wants, and just buys it. We should, however, always remain alert, to ensure that potential translates into business. A key question then arises. Is a one-off sale sufficient, or do we wish to build something more than a superficial connection, with the prospect of repeat business?

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Missing the Connection? Open Your Eyes!

“What we have here is a failure to communicate”- Cool Hand Luke

Very few of us have all the business we could possibly want or cope with. To boost sales we join networks, attend gatherings and conferences, and arrange one-to-one meetings. Yet the amount of time invested, and the conversion rate from possibility to profitability is frequently too modest to satisfy.  At times there may be little or no fit between the businesses, and we say thank you and move on. Other times, however, we almost get a deal done, but an elusive ’something’ intrudes and blocks the way, and it is not necessarily down to price, presentation or sales technique.

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