Managing a sellers expectation is something that needs to occur early in the campaign. Master trainer and coach Claudio Encina turns his attention to that this week for us and Queensland Property Manager of the Year – Loretta Morgan – lets us in on a...
Look at most advertising and you’ll see words like “limited offer”, “closes this weekend” or “limited edition collectors items.” How can you use this principle of scarcity in your negotiations? The mix in your team is critical to building culture says John Knight and on the...
Most of us were raised with a respect for authority, so we tend to place importance on information given to us by authority figures like doctors, policemen or professionals. That’s is what you should be aiming for if you are to become an influencer. Great leaders...
We all like doing business with people we know and like. And people tend to like others who appear to have similar opinions, personality traits, backgrounds or lifestyles. More people will say 'yes' to you if they like you, and the more similar to them...
People performance is essential for performance on the bottom line too. At a recent breakfast Matt Lancashire and Dane Atherton shared some of the key ingredients for great people performance. John Knight from Business Depot takes us through some of the key things discussed from a...
The lack of understanding around the usefulness of prepared questions is often amazing. When you are dealing face-to-face with another person, your success rate in winning that person over is directly related to whether you are liked as a person - so says Allan Pease. No...
When someone gives an option with which you disagree and you want to explore your differences, voice your disagreement after asking about the person’s reason for feeling the way they do - that is according to Allan Pease. Most people feel at ease if they know...
Allan Pease says leading questions are the most closed-ended possible, in that they only invite agreements on your personal opinion. Have you noticed how people who are successful in most walks of life usually have the gift of being good negotiators? In fact, they are more...
If you ask a question that’s too open ended, you’re likely to get a non-specific and rehearsed response. This week we help in the section of ‘viable’ salespeople. Coach – Allan Pease – Conversation killers Asking questions that are too open-ended You will get rehearsed responses Try relating to...
As Jet Xavier rounds out his sessions with us about his elite performance formula, today he’ll talk about building mental toughness. Did you know that a goal written down is three times more likely to be achieved? Mark Creedon points out that if your goal is...