One person whose views I always turn to when I want great insight and advice – is Bill Bacharach of Bacharach and Associates.
Recently I read this article by Bacharach on how to choose a coach. While the article is geared for the financial advisor industry, it has terrific advice to help anyone choose a coach.
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Continue readingOne, first question you can ask your sales presentation prospects at the start of a one on one meeting is this one: “What’s important to you about the relationship you have with the people who report to you?”. Continue reading
Consider this – in a one on one meeting with a new prospective client, how long should it take to develop rapport? My view is that the quicker, the better. Bill Bacharach, of Bacharach and Associates advises that the quickest way to develop rapport is to ask the prospect a tough, thought-provoking question.Continue reading