Archives for Jun,2017

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Insights on business, sales and trust from Ian Rourke of FB Rice – Australia and NZ’s most client-focused IP specialist for 2017

One of the most common themes I come across when I interview the various winners of the Australian Financial Review Client Choice Awards each year is the winner’s genuine inability to articulate why they think they personally were rated the number one client service provider in their industry.

Without exception, they usually point to external factors – such as working with a great team, the win being the result of a fantastic team effort, or simply being lucky enough to have clients that are easy to work with.

When I interview Ian Rourke from FB Rice, winner of the Most Client Focused IP Specialist for 2017, he is no different. For him, it’s a combination of all three, but is definitely the result of having ‘eas [...]

How to Shape a Great Sales Conversation

What is the main skill that helps people build great rapport within minutes in any given situation, and particularly in a new business meeting? What is it that the best business leaders, salespeople or even rainmakers do that enables them to get what seems like instant engagement? It goes beyond their mere physical appearance or a sharp dress sense. While clothes may give you confidence they do not “maketh the man or woman”. What they all do is have a natural curiosity, and an ability with their questions so they don’t just learn and understand more about the other person, they actually start to develop and build trust.

Think about an occasion when you have first met someone and it’s gone really well, and you’ve genuinely wanted to see them again. In short you have clicked. The chances are they asked you questions which showed they were interested in you, your thoughts, and what you do. So are these people blessed with an intrinsic magic gift of great questioning sk [...]