In sales, it is essential to build relationships, but it takes time. Rapport is the art of building a personal connection with someone. It requires emotional intelligence and strong interpersonal skills. I learned how to build rapport as a nurse, but it helps me in my sales career. In both sales and nursing, we have […]
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Staff turnover is inevitable; sometimes, it’s planned, and other times, it’s not. On top of the general churn, most industries face an ageing workforce and risk losing decades of knowledge, skills, relationships, and corporate memory. The sales function has other risks. Staff spend their time interacting with current customers while nurturing new business leads to […]
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The world is becoming increasingly digital, and as a result, almost every aspect of the businesses has changed dramatically, including the sales process. From how we meet people, build rapport and relationships, to identifying sales opportunities and delivering services. The Gartner Future of Sales 2025 report predicts that 80% of B2B sales interactions between […]
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With social media on the rise and the new norm of selling, is cold calling dead? People are increasingly hooked on technology – from social media to emails – as a means of interaction. Yet, nothing compares to picking up the phone and having a conversation with somebody. Cold calling isn’t for every business, but […]
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If you can balance talking and listening, you have a significant advantage. In driving sales performance, it can be the difference between being okay at what you do and being a superstar. My grandmother always said, “you have two ears and one mouth for a reason”. She had good reason to remind me of this […]
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