Rahoul Baruah

I had a meeting with someone a few weeks ago. At one point, he said to me "I keep going to these sales meetings, we spend 45 minutes running through our presentation,

Yesterday I spoke about the power of referrals. And how the right referral can short-cut what you need to do and say if you're looking to win a new client. Unfortunately,

I wrote yesterday about the "flip" - the moment when you can see that the person you're talking to trusts you and acknowledges your expertise in this field. One

I first heard this from Blair Enns, who wrote a fantastic book on pricing called "Pricing Creativity". He describes how, when you're meeting someone who you know is interested

Ultimately, when you’re offering a service or product to someone, you’re looking to help them emotionally. There’s a rational aspect to it - you’ll save them time, you’ll