When you use the Stepping Stones© methodology, you're naturally pre-empting each of these, primarily if you use the pre-prepared list approach, to allow you and the client to laser focus your "Anybody's". That's being professional. So if you use this approach, you shouldn't have clients respond as above. If you hit a brick wall, treat…
Read more
Wallow in the Value for Referrals
Paul gives you a clever little tip to increase your referrals and the story involves his local “boozer”
Read more
Get Referrals by Wallowing in the Value
You want more referrals from your clients and customers? But wary of asking outright? Here’s how using the Value Conversation. At some point towards the end of the sales cycle, when your client has enjoyed the value you provide and experienced this, you put on the agenda of a meeting – the Value Discussion. My…
Read more