Seven Ingredients that Make You Truly Authoritative in Your Clients’ Eyes

Do Your Clients See You as an Authority? One of the greatest accolades you can receive from a client is the declaration that you are an authority in your field. Even better still is to hear you are a “leading authority” or…


How to Accelerate Your Sales Cycle

How long is your sales cycle? How many months does it take to go from first meeting to a paid engagement? Your answer probably will be, “It depends!” But whatever your answer, you no doubt wish that your sales process…


What to Do When Clients Are Unresponsive

One of my favorite New Yorker cartoons was drawn in 1993 by Robert Mankoff. It shows an executive at his desk, fielding a telephone call from someone who wants to meet him. “No, Thursday’s out” he replies to the caller, adding, “How…


9 Techniques for Developing New Ideas for Your Clients

By Andrew Sobel Clients say they want new ideas from their advisors and suppliers. But how do you come up with those new ideas? Read on. (Note: this blog is excerpted from my new book, It Starts with Clients: Your…


What are the best questions to help start a new relationship or conversation?

By Andrew Sobel After a recent live interview that I did with my friend and bestselling author Dorie Clark, a listener wrote in and asked this question: As an introvert I would love to know from Andrew what are the…


Is Virtual Selling Really Different? Here are the Facts

By Andrew Sobel In the last few weeks my inbox has been bombarded with articles about how you need to dramatically change your business development approach in order to sell in a virtual environment. Puzzling Headlines I’m actually a little…


Empathy Costs Nothing but Is Priceless

Are you really listening, or just waiting until YOU can talk? We need empathy more than ever Empathy is the ability to sense other people’s emotions, and also imagine what they are thinking and feeling. It’s a fundamental skill that…


Now Is the Time to Build Your Level 3 Relationships

The current environment is stressing many types of relationships. Clients are being forced to postpone contracts with long-standing providers. Parents and adult children are living under the same roof for the first time in years, at times uneasily. Loved ones…


Nine Ways to Improve Your Empathy

Empathy is the ability to understand and share another person’s feelings and emotions. It is essential to building good relationships, both at work and in your personal life. People who don’t exhibit empathy are viewed as cold and self-absorbed, and…


Helping Your Clients in Extreme Uncertainty

HEADLINES FROM OCTOBER 1987 I woke up on the Friday morning, October 16, 1987 in my house in London, having been kept awake half the night by a brutal windstorm that resulted in the closing of all financial markets—and a…


 

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