Creating rapport has always been foundational to relationships. We all like to do business with people we know, like and trust. Previously, for sellers and buyers this was easier to develop in face-to-face environments but in a virtual setting there are several significant differences. Reading facial expressions and body language on video is difficult, time …

Every year the powerful waves off the coast of Portugal attract some of the world’s best surfers. Watching them you can learn an important sales strategy to dramatically transform your results! Surfers carefully choose a wave to ride, they don’t waste valuable energy chasing every single one. In the current sales climate, it’s easy to …

Since the start of the pandemic the salespeople I’ve helped who have applied the following tips have created more substantive business opportunities and healthy pipelines for 2021. Positive Mindset – Having the belief and self-talk that you are helping and offering value to others, rather than “selling” and being intrusive during hard times, is the …