The Importance of Body Language

As far back as I can remember, I have always had a fascination with body language. It probably started as a young Pharmaceutical representative watching John Cleese’s* training videos. At the time I probably didn’t fully realise the importance of having an understanding of body language in the sales and negotiation process, but I can […]

The Power of a Great Opening Statement

A great opening statement is essential to driving the sales call to a meaningful and beneficial experience for both the seller and the customer. It should set the direction for the call, gain the customer’s interest, and set them at ease. It’s important to recognise that every customer is unique. For some, meetings can be […]