By Michael Smith, Bennion Kearny author and Vice President of Global Marketing at Align Technology. The Touch System To win time with customers, we need to find a way to stand out from the competition. Rather than asking for an appointment or meeting, the key is to give something instead;…
Category: Business
Medical Sales
An excerpt from Go Naked: The Credible Expert: How to Stand Out In Medical Sales, Create More Opportunities, And Grow Your Business WHAT CUSTOMERS WANT When choices were low and tolerance was high, and when information available was low and time to assimilate the information was higher, then the traditional…
What qualifications do you need to become a Quantity Surveyor?
I have a BTEC HND in Quantity Surveying and an NVQ Level 3 in Surveying Support. I also have 20 years Quantity Surveying experience, and a Master’s Degree in Writing. The more educated amongst you may question my qualifications to write a book like this. I would only answer, as…
So, you’re thinking about becoming a trainee Quantity Surveyor?
You go to a party, or the pub, or you meet someone somewhere, and they ask what you do for a living. In my case, I reply, “I’m a Quantity Surveyor.” ‘What’s that?’ is often the response that I get. So, what exactly does a Quantity Surveyor do? There are…
The Touch Sales System
In 2011, Google commissioned a piece of research into how customers make buying decisions and coined the term, ‘Zero Moment of Truth’. [1] The Zero Moment of Truth refers to the period between a stimulus and the consumer making a decision to buy. Based on the research, they found that,…
Togetherness: “Me” vs. “We”
An excerpt from Togetherness: How to Build a Winning Team, by Dr Matt Slater: * The single most powerful word in our democracy is the word We. We The People. We Shall Overcome. Yes, We Can. That word is owned by no one. It belongs to everyone. President Barack Obama…
NLP Techniques – Calibration and Congruence
An excerpt from the book: Supertraining [click on the cover to learn more] * There are many NLP techniques, focussing on all sorts of objectives, but two - which are of particular importance within the training environment - are calibration and congruence. In this extract from the book by Ted…
B2B Sales Book – 10.4 Interactions
Do you want to close more B2B sales? Then you need to develop a touch sales system. In this excerpt is from the acclaimed book "10.4 Interactions", by B2B expert Michael Smith, learn all about a touch sales system and how you can make it work for you. It is…
Using Pictures in PowerPoint
Taken from the acclaimed Book: * We have looked at slide design in general but, to finish this chapter, I want to look more closely at what the main component of these slides should be. Pictures! What really brought this home to me was a set of presentations I attended,…
What to Put on PowerPoint Slides
** I have three simple rules for what to put on PowerPoint slides. 1. Use images, not text. 2. Show one thing at a time. 3. Make items full-screen if possible. Images not text. I have talked about this point, already. Text is not a visual aid. Period. But you…