The word started out in Latin - movere (to move), migrated through French - émouvoir (excite) and finally into English – emotion. Isn’t that cool? Emotion and movement are joined at the hip. Without emotion there is no movement, no action and, of course, no deal. Emotion is the brain’s ‘first responder’. It rushes in to assess a situation and infor...
Read MoreCredibility is about 2 two things: first - the customer believes that you will provide what you say you will and second - that your advice will be in their best interest. So they need to trust your product and your advice. In most cases, as a channel manager, you control the product but you don’t control how it will be sold. A great product sold...
Read MoreContact A look across a crowded room, an accidental touch on the subway – the first contact. That connection is just as important in business life as it is in personal life. What do they see, what do they hear, what do they smell (some sales environments are indeed meant to smell – Cinnabon for example – others… less so).
Read MoreBecoming Aware This is the start of the customer journey and the foundation upon which your relationship with them will be built. Awareness occurs in two steps:Step One - that moment when a customer realises they have an unmet need or desire,Step Two - when they become aware of your solution. It is important to recognise this as two elements becaus...
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