y don’t care!! They only buy ‘what’s in it for them’. Familiarise with the problems that are causing them pain and the gains that they want. Focussing on the pains you will take away and the gains they will get from a relationship with you will connect them to their own reasons to buy.

8. Take full responsibility for your communication
It is not the responsibility of the listener or reader of your communication to fully understand what you are saying in the way you intended. It is your responsibility to ensure they understand in the way you intended. We all experience the world in our own unique way. What makes perfect sense to you could be complete nonsense to someone else. Being clear in your communication and confirming understanding will ensure you avoid any misunderstandings and maintain a positive relationship with your clients and prospects.

9. Learn from what you do
There’s no such thing as failure - only feedback. When things don’t go exac

1. Put yourself in your client’s shoes
Understanding as much about your clients perspective is vital in developing rapport. Growing a strong & positive relationship where you focus on your clients needs, problems, challenges & desires will ultimately lead to the successful matching of your products or services…and for the best possible motives...THE WELFARE OF YOUR CLIENT. Be sure to use ‘YOU’ language – this is where you talk about them and not yourself. As soon as you hear yourself saying ‘we’ or ‘I’ you need to switch. This will be much more engaging for your client and they’ll feel you are more interested in them than selling yourself.

2. Ask open questions
Asking closed questions will give you 1 – 2 seconds before having to come up with the next question. Your client’s response will either confirm or decline your question, and won’t give you any information about them or their needs. Asking open questions which start with When, Where, How, What and Who will give you useful information that will help you provide exactly what your client wants. Avoid questions starting with Why, as they are very confrontational – no matter how fluffy and soft you make them sound. When you ask a Why question you are asking for justification of their response. Your client will automatically become defensive and give you an emotive response. It’s far better to ask about the facts around the decision such as: “What is it about this service that makes you think this is not a perfect match for you?” You’ll then get details of the criteria they have based their decision on. You’ll be able to use this knowledge for future interactions.

3. Stop selling and start listening
When you ask open questions your client will go into dialogue to respond which gives you the opportunity to learn more about them. Once you’ve asked an open question it’s really important to SHUT UP. Let your client answer without interruption. Focus on listening 100% and don’t be distracted by internal thoughts or dialogue. Thinking about the next question will stop you hearing useful information. The next question is easy when you listen – it comes naturally from your client’s response.

4. Be flexible
If you’re unable to get from A to B in the way you’d like, do not give in. Ask yourself how you can do it in another way. Don’t be a victim – it’s easy to blame ‘this’ or ‘that’ as your reason not to achieve. Take control and think about alternative ways to get to where you want to be. You may not get 100% of what you want but you will be closer to what you want to achieve. Every step in the right direction will get you to your goal.

5. Have an objective
You get what you focus on so be sure to focus on what you want to achieve in a positive way. It’s easy to get sidetracked sometimes with things we think are important like getting through the volume of calls rather than making the call a quality interaction. Before each call, meeting or presentation write down what your objective is. This becomes an instruction to your brain (even if it slips your conscious mind) to take the steps towards achieving the objective.

6. Have the right mind state
Your mind and body are part of the same interactive system. What you’re thinking will determine your behaviour, so you need to be thinking positive, motivating things. If you find your thinking or internal dialogue is not helpful to your state you need to change it…and FAST. Learn to anchor positive experiences to enable you to change your state. It could be a meeting or call that went really well or the moment you closed on a great deal. Keep stacking these positive experiences somewhere within yourself that you can access easily. The more the better. When you use them you will instantly feel empowered.

7. Focus on your client’s pains and gains
Stop focussing on what you or your company will do for your client. They really don’t care!! They only buy ‘what’s in it for them’. Familiarise with the problems that are causing them pain and the gains that they want. Focussing on the pains you will take away and the gains they will get from a relationship with you will connect them to their own reasons to buy.

8. Take full responsibility for your communication
It is not the responsibility of the listener or reader of your communication to fully understand what you are saying in the way you intended. It is your responsibility to ensure they understand in the way you intended. We all experience the world in our own unique way. What makes perfect sense to you could be complete nonsense to someone else. Being clear in your communication and confirming understanding will ensure you avoid any misunderstandings and maintain a positive relationship with your clients and prospects.

9. Learn from what you do
There’s no such thing as failure - only feedback. When things don’t go exac

will give you useful information that will help you provide exactly what your client wants. Avoid questions starting with Why, as they are very confrontational – no matter how fluffy and soft you make them sound. When you ask a Why question you are asking for justification of their response. Your client will automatically become defensive and give you an emotive response. It’s far better to ask about the facts around the decision such as: “What is it about this service that makes you think this is not a perfect match for you?” You’ll then get details of the criteria they have based their decision on. You’ll be able to use this knowledge for future interactions.

3. Stop selling and start listening
When you ask open questions your client will go into dialogue to respond which gives you the opportunity to learn more about them. Once you’ve asked an open question it’s really important to SHUT UP. Let your client answer without interruption. Focus on listening 100% and don’t be distracted by internal thoughts or dialogue. Thinking about the next question will stop you hearing useful information. The next question is easy when you listen – it comes naturally from your client’s response.

4. Be flexible
If you’re unable to get from A to B in the way you’d like, do not give in. Ask yourself how you can do it in another way. Don’t be a victim – it’s easy to blame ‘this’ or ‘that’ as your reason not to achieve. Take control and think about alternative ways to get to where you want to be. You may not get 100% of what you want but you will be closer to what you want to achieve. Every step in the right direction will get you to your goal.

5. Have an objective
You get what you focus on so be sure to focus on what you want to achieve in a positive way. It’s easy to get sidetracked sometimes with things we think are important like getting through the volume of calls rather than making the call a quality interaction. Before each call, meeting or presentation write down what your objective is. This becomes an instruction to your brain (even if it slips your conscious mind) to take the steps towards achieving the objective.

6. Have the right mind state
Your mind and body are part of the same interactive system. What you’re thinking will determine your behaviour, so you need to be thinking positive, motivating things. If you find your thinking or internal dialogue is not helpful to your state you need to change it…and FAST. Learn to anchor positive experiences to enable you to change your state. It could be a meeting or call that went really well or the moment you closed on a great deal. Keep stacking these positive experiences somewhere within yourself that you can access easily. The more the better. When you use them you will instantly feel empowered.

7. Focus on your client’s pains and gains
Stop focussing on what you or your company will do for your client. They really don’t care!! They only buy ‘what’s in it for them’. Familiarise with the problems that are causing them pain and the gains that they want. Focussing on the pains you will take away and the gains they will get from a relationship with you will connect them to their own reasons to buy.

8. Take full responsibility for your communication
It is not the responsibility of the listener or reader of your communication to fully understand what you are saying in the way you intended. It is your responsibility to ensure they understand in the way you intended. We all experience the world in our own unique way. What makes perfect sense to you could be complete nonsense to someone else. Being clear in your communication and confirming understanding will ensure you avoid any misunderstandings and maintain a positive relationship with your clients and prospects.

9. Learn from what you do
There’s no such thing as failure - only feedback. When things don’t go exac

% and don’t be distracted by internal thoughts or dialogue. Thinking about the next question will stop you hearing useful information. The next question is easy when you listen – it comes naturally from your client’s response.

4. Be flexible
If you’re unable to get from A to B in the way you’d like, do not give in. Ask yourself how you can do it in another way. Don’t be a victim – it’s easy to blame ‘this’ or ‘that’ as your reason not to achieve. Take control and think about alternative ways to get to where you want to be. You may not get 100% of what you want but you will be closer to what you want to achieve. Every step in the right direction will get you to your goal.

5. Have an objective
You get what you focus on so be sure to focus on what you want to achieve in a positive way. It’s easy to get sidetracked sometimes with things we think are important like getting through the volume of calls rather than making the call a quality interaction. Before each call, meeting or presentation write down what your objective is. This becomes an instruction to your brain (even if it slips your conscious mind) to take the steps towards achieving the objective.

6. Have the right mind state
Your mind and body are part of the same interactive system. What you’re thinking will determine your behaviour, so you need to be thinking positive, motivating things. If you find your thinking or internal dialogue is not helpful to your state you need to change it…and FAST. Learn to anchor positive experiences to enable you to change your state. It could be a meeting or call that went really well or the moment you closed on a great deal. Keep stacking these positive experiences somewhere within yourself that you can access easily. The more the better. When you use them you will instantly feel empowered.

7. Focus on your client’s pains and gains
Stop focussing on what you or your company will do for your client. They really don’t care!! They only buy ‘what’s in it for them’. Familiarise with the problems that are causing them pain and the gains that they want. Focussing on the pains you will take away and the gains they will get from a relationship with you will connect them to their own reasons to buy.

8. Take full responsibility for your communication
It is not the responsibility of the listener or reader of your communication to fully understand what you are saying in the way you intended. It is your responsibility to ensure they understand in the way you intended. We all experience the world in our own unique way. What makes perfect sense to you could be complete nonsense to someone else. Being clear in your communication and confirming understanding will ensure you avoid any misunderstandings and maintain a positive relationship with your clients and prospects.

9. Learn from what you do
There’s no such thing as failure - only feedback. When things don’t go exac

e each call, meeting or presentation write down what your objective is. This becomes an instruction to your brain (even if it slips your conscious mind) to take the steps towards achieving the objective.

6. Have the right mind state
Your mind and body are part of the same interactive system. What you’re thinking will determine your behaviour, so you need to be thinking positive, motivating things. If you find your thinking or internal dialogue is not helpful to your state you need to change it…and FAST. Learn to anchor positive experiences to enable you to change your state. It could be a meeting or call that went really well or the moment you closed on a great deal. Keep stacking these positive experiences somewhere within yourself that you can access easily. The more the better. When you use them you will instantly feel empowered.

7. Focus on your client’s pains and gains
Stop focussing on what you or your company will do for your client. They really don’t care!! They only buy ‘what’s in it for them’. Familiarise with the problems that are causing them pain and the gains that they want. Focussing on the pains you will take away and the gains they will get from a relationship with you will connect them to their own reasons to buy.

8. Take full responsibility for your communication
It is not the responsibility of the listener or reader of your communication to fully understand what you are saying in the way you intended. It is your responsibility to ensure they understand in the way you intended. We all experience the world in our own unique way. What makes perfect sense to you could be complete nonsense to someone else. Being clear in your communication and confirming understanding will ensure you avoid any misunderstandings and maintain a positive relationship with your clients and prospects.

9. Learn from what you do
There’s no such thing as failure - only feedback. When things don’t go exac

y don’t care!! They only buy ‘what’s in it for them’. Familiarise with the problems that are causing them pain and the gains that they want. Focussing on the pains you will take away and the gains they will get from a relationship with you will connect them to their own reasons to buy.

8. Take full responsibility for your communication
It is not the responsibility of the listener or reader of your communication to fully understand what you are saying in the way you intended. It is your responsibility to ensure they understand in the way you intended. We all experience the world in our own unique way. What makes perfect sense to you could be complete nonsense to someone else. Being clear in your communication and confirming understanding will ensure you avoid any misunderstandings and maintain a positive relationship with your clients and prospects.

9. Learn from what you do
There’s no such thing as failure - only feedback. When things don’t go exactly as you’d hoped – learn from it. Welcome feedback in order to improve your strategies and techniques to make you even more successful. People often become very defensive when receiving feedback on areas of performance that could be improved. This kind of feedback is a golden nugget. It’s the stuff that allows you to do even better.

Imagine being told that you are doing a great job over and over again. This won’t stretch you as an individual or allow you to grow. Listen to all feedback and take ACTION.