by T3mpl4r4dv150r5 | Sep 21, 2016 | Learning and development, Negotiation
Recently we showed you how cross-selling can strengthen your relationships while helping you earn more from clients. But while cross-selling is effective, it’s just one way to leverage your long-term relationships. There are other ways. Getting more from clients...
by T3mpl4r4dv150r5 | Sep 7, 2016 | Learning and development, Negotiation
Almost 60 percent of banks’ profits come from origination, sales, distribution and other customer-facing activities. This generates a 22 percent return on equity (ROE), in comparison to the six percent ROE gained from the provision of balance sheet and fulfillment. It...
by T3mpl4r4dv150r5 | Aug 16, 2016 | Learning and development, Negotiation
In 2014, Pulitzer Prize-winning journalist Jill Abramson was dismissed from her role as executive editor of The New York Times. Despite suggestions that it was down to a fractured relationship with managing editor, Dean Baquet, many wondered if it really came down to...
by T3mpl4r4dv150r5 | Jul 21, 2016 | Learning and development, Negotiation
‘I knew we’d lost the client when he offered me a chocolate as we left the room.’ Rarely will a client actively avoid you before you lose them; more often than not there are subtler signs that your client isn’t happy. You need to recognise these clues and...
by T3mpl4r4dv150r5 | Jul 14, 2016 | Negotiation
In science fiction, first contact with an alien species is scary. It’s the same thing with first contact with new buyers: the cold call often gets the cold shoulder and that carefully-crafted email ends up in the spam-me-later folder. So how do you turn ‘Alien’ into...
by T3mpl4r4dv150r5 | Jun 22, 2016 | Negotiation, Presentation skills
A while ago we showed you how to make client relationships better, focusing on building loyalty and engagement through ongoing, inclusive dialogues. Once you have that successful, long-term relationship with your clients, you can start thinking about how to translate...