track15

[00:03.54] Karl

[00:05.80] I think you just have to be, erm, there's a very,

[00:07.85] sort of thin line between being pushy and being persuasive,

[00:10.67] and I think you have to be very, very polite.

[00:12.55] When someone's obviously busy, you need to give them the time and,

[00:17.70] and call back another time;

[00:20.76] but, at the same time you shouldn't just give up on the

[00:23.33] first reversal, you do need to continue and continue.

[00:26.24] Adam

[00:30.56] First of all, it's planning, so it's, you know,

[00:34.12] which clients you want to go to,

[00:37.16] with what product you want to take them,

[00:39.71] why you think they're interested in it,

[00:41.90] what information you're going to give them and when,

[00:44.70] what kind of follow-up,

[00:46.27] what kind of event you'll organise for them ...

[00:49.26] It's a whole sequence and it's on the day-to-day - how you phone them up,

[00:53.39] make an appointment with them. But if you're ...

[00:56.12] and it's also believing in what you're selling to them, as well.

[01:01.12] I think to be persuasive you have to know what you've got in your hands,

[01:06.62] and you have to understand the philosophy behind it,

[01:11.98] client, that's what makes it persuasive,

[01:13.67] the needs of the

[01:14.43] and the way that you present it, as well.

[01:23.34] Rob

[01:25.32] Right, um, I think, first of all, it's the ability of, er, being able

[01:30.79] to listen to your client, um, to be able to understand what is it

[01:36.58] that they are really looking for, and what are their needs, um,

[01:41.48] essentially. And also to be able to communicate with them,

[01:46.69] and, um, and during that conversation, to actually make them

[01:50.56] aware that, um, you know, what you can offer could be the,

[01:55.07] would be the best, um, solution to what they need.

[01:59.83] Duncan

[02:03.43] We'll go out for lunch with people, and coffee maybe, and

[02:05.93] just get face to face with them, build, build that relationship.

[02:09.23] So, first point then, do you like somebody? So you've got to

[02:11.73] be likeable. Um, do you trust this person who you're going

[02:14.81] to allow or not allow to persuade you? So, you've got to be

[02:17.58] trustworthy, I think, and you've got to, you've got to, um,

[02:20.38] therefore, um, be honest, I think; um, not everybody in

[02:26.25] business is, but when you speak to people who are senior,

[02:29.28] they tend to be honest guys who, um, who will tell it how it

[02:32.59] is really, in, in ... And also, know their limits. So, if, if, if you

[02:35.98] don't know something, it's fine to say you don't know, and say

[02:39.26] you'll go away and learn it - that's absolutely fine. But if you

[02:42.31] try and blag it or pretend that you know, then you're not going

[02:45.09] to be trusted by the person you're talking to.