Tag Archives: credibility

Which is More Important for Successful Selling – Credibility or Rapport?

The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospective client to … Continue reading

Posted in Business Development and Selling | Tagged , , , , | 1 Comment

Stop Chasing Clients – Get Them to Come to You

Are you fed up calling and trying to get appointments to win new clients? Is all that rejection affecting your self-esteem? How about a world where prospective clients beat a path to your door? Wouldn’t that be great? But how … Continue reading

Posted in Business Development and Selling, Networking | Tagged , , , , | 1 Comment

For Successful Selling, Which is More Important – Credibility or Rapport?

The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospect to be … Continue reading

Posted in Business Development and Selling, Coaching and Training, Networking | Tagged , , , | Leave a comment

How to Establish Credibility, Build Rapport and Become a Trusted Advisor

I’ve asked hundreds of consultants, accountants and lawyers over the years how they establish their credibility, build rapport and trusted relationships with clients and colleagues. My thesis is that these skills are the foundations of building a sustainable practice. Four … Continue reading

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Posted in Business Development and Selling, Networking | Tagged , , | 3 Comments