Julia Palmer is joining me in August 2009 as one of 10 presenters at the upcoming Sales E-Conference – “selling from recession to recovery”.
Julia is leading the face to face revolution. As Managing Director of BConsulted, Australia’s leading business relationship consultancy, Julia and her team work with organisations of all sizes to help people establish, build, leverage and retain profitable business relationships.
Networking is a concept which has all sorts of connotations – often negative. I’ve had the pleasure of working with Julia at professional learning events, and have seen the groups she works with get immediate insights into both why networking is such an effective business development strategy – and also how to use professional techniques and methods to gain personal empowerment in their personal as well as their business world. And the results certainly are positive.
As an introduction to her session in the Sales E-Conference, I’ve asked Julia to give us some insights into the most common mistakes that all people – including salespeople – make, and things you can do to avoid these mistakes.
Julia – please tell us some more.
Julia, surely experienced salespeople would already have the skills they need to be great networkers – how can you help them?
It’s assumed they do, but it’s actually not the case.
Over the last decade, I have observed thousands of people networking and whilst experienced, successful salespeople have a focus on and therefore are good at building one-on-one relationships with their clients and/or prospects – they are often less capable at establishing wider networks or leveraging existing ones. Not all of them, of course – but it’s often taken a lifetime of trial and error for really experienced salespeople to develop the skills needed to build effective networks.
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