Blog

A Winning Start: How Businesses Can Ensure the Best Finish to the Year A good start to the year will help establish momentum for the year ahead, and businesses who start strong (and maintain [...]

Key Priorities For FY 23/24   As the financial year draws to a close, it’s time for businesses to focus on preparing for the end of financial year (EOFY) and more significantly, [...]

How to lose clients with ChatGPT and how to gain them   With the release of ChatGPT-4, the tech has never been more powerful and businesses are continuing to embrace the possibilities it [...]

How to effectively build your ideal database  of clients  Maybe your company is happy to say yes to more non-ideal inbound opportunities than you’d prefer, and it’s only later down the track when [...]

What do you need to know for 2023?   Labour shortage means upskilling your inhouse team Hiring new talent instead of upskilling your current workforce requires a hefty investment of [...]

12 Days of Christmas     From obligatory guests, drunk guests, awful gifts, burned food, not enough food, inappropriate family members, and the passive-aggressive in-laws, it’s no wonder [...]

How do you describe what you do?   Our words can give prospects an image or a feeling about what it might be like to work with us.   For years, I tried on various marketing tag lines [...]

It’s just 41 days til February – according to the sales calendar   It’s currently October 15th and although we’re not quite at the end of the year, it’s important to have a sales [...]

Front-line worker, or Business Development staff – Who is better at bringing in new business? Some companies choose, either by design or tradition, to have a business development team or [...]

Your CRM can suddenly become the most fascinating part of your business when you are using it competently.   Most of us would have heard of, or are currently using, a CRM – a Customer [...]

Does this sound familiar? You’ve had a great initial conversation with a prospect. They were asking all the right questions and giving you all the right signs that you would be the ‘chosen one’. [...]

How to achieve your forecasts better   One common frustration I hear from companies relates to not being able to predict their revenue because of inconsistent performance. Some months are [...]

Speed kills Imagine the revenue in your company is a factory, operating like a production line, but you’re too impatient to go through the whole process, so you just do a few of the bits [...]

How financial services practices can supercharge their revenue   The challenges worth solving Not charging what you should be charging, not converting prospects effectively and consistently, [...]

Accidents are mostly never good. Something even more concerning is that there are businesses operating their revenue machine (aka ‘sales’) by accident. They are making it up as they [...]

When it comes to increasing your price or fees, it can be a delicate conversation if not handled correctly. You can get clients offside, you can lose clients, you can loose face or worst case, [...]

Prepare before you get into the grand final Negotiation conversations are just like playing tennis. If you had the opportunity to play in the Wimbledon Grand Final against Serena Williams, would [...]

2022 has arrived, so it’s time to set up your year for the sales and negotiations that lie ahead. Having already spoken to numerous businesses, one of the major priorities I’m hearing [...]

Do you despise networking events? It’s that time of the year when we’re either invited to, or hosting an end of year event.  I used to **hate** networking events and would often make [...]

Here is the official “Julia Ewert” list of the 10 Sales Commandments. Look though and see how often you commit a sales sin and learn what you should be doing instead. Thou shalt not [...]

Time. Is. Ticking. You have 6 weeks until the end of the year. You read that correctly, I did mean “6 weeks”. If your business is anything like mine and you operate mainly in the [...]

How to shorten your buying cycle and negotiation conversations

In my humble opinion, the so-called-experts have it all wrong by calling Sales and Negotiation “soft skills”. The skills that I teach, have nothing “soft” about them. They are [...]

If there’s one thing I expect when people are selling to me, it’s that they will follow me up. Follow up is a necessary part of converting business. The research shows that 80% of new [...]

Following a process allows you to apply the right techniques, in the right place at the right time. And when done correctly, it should feel to your partner like the two of you are just chatting, [...]

Your ability to listen is the #1 way to kill an opportunity to make a sale or positively influence any negotiation. By enhancing your listening skills, you'll become an Active Listener and you'll [...]

Often when I'm at a networking event or I'm watching someone sell, I see the same behaviour... people making themselves the focus of the conversation. So, if you are one of those people who talk [...]

When you're involved in a high-stakes sales conversation, do you do things out of the ordinary? Do you talk fast? Add extra details? Embellish the stories? Go off on tangents? Adding extra [...]

These common misconceptions can make a difference between sales success and epic sales failure.

Making sales and negotiating is based upon the same principles as playing a game of pool. Both require more strategy than you may realise.

By nature, women tend not to negotiate. Read on to learn about why and also what you can do to secure a pay rise.

So many of us avoid difficult or confronting conversations. Here's what can happen if you continue down that path.

Do customers ever challenge you on price or do they shop you around? What if I told you, you don't ever have to discount?...

Entering into a high-stake conversation is risky if you aren't planned and prepared. Learn how to strategise your conversations to ensure the right outcome.

Getting your way can be difficult. Here are 3 steps on how to negotiate a difficult conversation with someone.

I recently coached someone who was in a predicament at work. Here's how it panned out after applying some negotiation strategies.

We do it at work, and with our partners too. Someone points out something we haven’t done so great and most often our first reaction is that we get defensive. Is it the delivery or is it that we [...]

The "feedback sandwich" is the most commonly used framework to deliver feedback, but here is why it's so ineffective.

No athlete can make it to the top without a coach. Why do business people think they can do it on their own?

Workplace bullying is rife and comes in all shapes and forms. Here are 4 tips to negotiate and navigate a bullying situation.

Here are 4 ways to be bold and negotiate the challenging landscape that is the workplace.