The number one predictor of successful salespeople is their ability to
connect with their customers. In the years leading up to the present,
the best sales executives have accomplished this by having multiple,
face-to-face meetings. However, the demands on our clients’ time,
coupled with the increasing expense and frustration of travel, have
minimized our ability to actually meet with clients.
aving thrown open its doors last October on the back of heightened foreign interest in Vietnam, new local law firm Indochine Counsel has succeeded in growing a long and healthy client list as it sells its vision of becoming a leading business law firm.
.“These best practices provide the road map that is key to running a world-class consulting practice.” —David Smart, VP, System and Technology Services, The CIT Group, Inc. “Practical, actionable, and full of insight. If you are starting your own consultancy, looking to advance in your career as a consultant, or looking to take your consultancy to the next level, you will find the hands-on information you need in this book.
The more you sell, the less the client trusts you to tell them the truth. The more you sell, the less inclined the client is to listen. The more you sell, the more you tend to look (and act) like a hammer looking for a nail – where any nail will do. In reality, the more you sell, the less you win. This position is entirely counter-intuitive to the average sales person, mostly because we are taught from the first day of sales training that the key to success is great sales techniques. You can find thousands of books...
The code executed by the replica proxy for supporting
Byzantine clients is presented in Figure 4. To be able to
compare if the sequence of operations submitted initially
is the same that is submitted at commit time, the coor-
dinator also logs the operations and their results as they
are executed (line 42). At commit time, if the received
list differs from the log, the coordinator discards exe-
cuted operations in the current transaction and executes
operations in the received list, as any other replica.
It is concise. Inadequate sales training is common among managers in IT solution providers. These managers, whilst talented at their core competencies, can be intimidated when selling propositions to clients. Similarly, clients often fail to understand why an IT consultancy has refused to bid for work or disengaged from the sales process at a late stage. In these situations, consultancies can be reluctant to give
Introduction to “The A to Z of Presentations”
This book will give everything you need to become a professional presenter. Whether you are giving a presentation to an important client, trying to win business from a valued customer, selling an idea to your board of senior executives, or making a farewell speech to a retiring colleague, this “A to Z…” will help you come across as someone who is knowledgeable, skilled, and enthusiastic.
Before meeting Margaret and Mama Lomayani, Maria would go
to church and cry all day. But now, “They have given me hope,” she
says. Maria braids hair and washes her neighbor’s clothes to earn
money, but it is difficult to make ends meet. Mama Lomayani is
helping Maria obtain a small loan to buy shampoo and oils to sell
and to expand her hair-braiding business. She also hopes to sell
jewelry and other small items to her clients. This money will go
straight into a bank account to pay for her son’s future school fees.
he basic aim of every business is to enhance stakeholder value. Whether you
are keen on generating a huge response from a newspaper or magazine ad, a
direct sales letter, or an Internet site, the basic fact you need to realize is
"What is it that makes your business tick?"
A chief and extensively used form of marketing communication tool is the sales
letter. It can construct your client base and increase your sales.
What is so special about sales letters that are always read? What is it about the
sales letters that sell products? What is the secret to...