KM News

/KM News

Why don’t people buy?

2020-02-19T17:31:28+11:00

Artificial Intelligence is being touted as the saviour of business. But what of the binding glue of Sales Intelligence in the world? This is indeed a rare ability and vital talent to bring buyer and seller, and negotiator and purchaser together? This unique skill is most evident in the sale of intangibles (insurance), concepts (wealth creation), ideas (aged care). So often, academics, bureaucrats, legislators and consumerists fail to understand that there is a real need for Sales Intelligence. Our capitalist economy depends on it to keep the wheels of industry, commerce and society rolling.

Why don’t people buy?2020-02-19T17:31:28+11:00

Sales Intelligence: The forgotten and neglected Intelligence

2020-01-22T14:40:30+11:00

Artificial Intelligence is being touted as the saviour of business. But what of the binding glue of Sales Intelligence in the world? This is indeed a rare ability and vital talent to bring buyer and seller, and negotiator and purchaser together? This unique skill is most evident in the sale of intangibles (insurance), concepts (wealth creation), ideas (aged care). So often, academics, bureaucrats, legislators and consumerists fail to understand that there is a real need for Sales Intelligence. Our capitalist economy depends on it to keep the wheels of industry, commerce and society rolling.

Sales Intelligence: The forgotten and neglected Intelligence2020-01-22T14:40:30+11:00

How to Identify and Disengage with the client from hell!

2019-12-10T17:20:58+11:00

In the "sale of advice" profession the commentators, critics and media seem to think you, the provider of advice, should put up with a whole range of unsavoury practices by clients and prospects. It seems that advisers are expected to provide services that do not make money, reward laziness and arrogance and bow to the lowest common denominator of business practice. You need clients, not headaches. It is time to fight back.

How to Identify and Disengage with the client from hell!2019-12-10T17:20:58+11:00

How to get beyond, I want to think it over

2019-11-20T13:02:58+11:00

You have had an initial meeting with the client, subsequently spent time working on a plan for them. Now they're sitting in your office after you have presented your recommended strategy and product options, and they say to you, "I want to think it over". It can be annoying, frustrating and energy sapping, can't it? What happens next though will determine your future?

How to get beyond, I want to think it over2019-11-20T13:02:58+11:00

8 Key concepts when presenting your pitch

2019-10-15T16:54:46+11:00

You have been able to secure an appointment with a potential client. What are some of the things you will need to consider before you actually sit in front of them? A little thought before you begin that journey can add up big time in the success stakes.

8 Key concepts when presenting your pitch2019-10-15T16:54:46+11:00

How to Get Rid Of the Client from Hell

2019-09-19T13:40:25+11:00
How to Get Rid Of the Client from HellIn the age of online, 24/7 interaction, dealing […]

How to Get Rid Of the Client from Hell2019-09-19T13:40:25+11:00

The 7 mistakes people make when buying insurance

2019-08-20T17:32:03+11:00

When people buy insurance the "simple way" (from TV advertising), using robo advice or simply hoping their super funds provides what they want, they can make critical mistakes in the purchasing process. Firstly they need to know exactly what the products are and what they need to do in the case of a claim.

The 7 mistakes people make when buying insurance2019-08-20T17:32:03+11:00

What is your point of difference?

2019-07-23T14:26:52+11:00

In todays disrupted, ever changing environment for the sale of advice profession, why not put some stability into your business by evaluation and explaining what you do, how you do it and how it will HELP people?

What is your point of difference?2019-07-23T14:26:52+11:00

Sales Signals. How to read them.

2019-06-18T22:31:29+11:00

Prospects generally don’t say I want to buy what you have suggested, do they? It would be nice if they did. But what if you learned to understand the buying signals they give out that mean the same? Learn to identify the following as sales signals.

Sales Signals. How to read them.2019-06-18T22:31:29+11:00

7 Killer tips to energise your email connections

2019-05-22T12:24:20+11:00

Salespeople whose emails are read and understood have an enormous advantage over competitors. With the possible exception of the telephone, no other invention has so greatly changed the way we can communicate with their customers as electronic mail. How can you leverage your influence when it comes to writing effective email messages?

7 Killer tips to energise your email connections2019-05-22T12:24:20+11:00