Why is it so hard to get business from our friends, who know, like and trust us the most? It's because we have Social Intimacy, but have yet to earn Professional Intimacy.
During socially-focused periods, we spend more time with family, friends and social acquaintances. If that includes people with whom we wish to do business, it can raise the Social Dilemma: How do you pursue the opportunities that relaxed conversation often reveals without taking unfair advantage of the friendship or occasion? Here's how.
You can't extend a client relationship to your colleagues that you've not yet established. Resist the urge (or urging by others) to have colleagues accompany you on an initial sales call. Go alone, and apply the investigative discipline that buyers prefer.
Emotions play a pivotal role in decisions, and may lead to a purchase decision that the ‘rational’ choice criteria might not have predicted.
Global business means lawyers in firms of all sizes may have dealings with foreign clients and guests. These dining tips will serve you well.
If you're not a good listener, you can't be a good salesperson. Here are 9 "people" inside your mind who will destroy your sale.
Why delete the word "client" from your vocabulary? Because, in the business development context, you treat prospects better than you treat clients.