The most important part of making a sale

Most people think sales is all about the initial pitch. This business owner, however, says differently – and he shares some first-hand tips on how to achieve the best results.

 

“My clients can go direct, they can do their own research. The internet was meant to end what I do. They can go to my competitors. They can sometimes decide not to do anything … I have to show the value first.”

As a broker connecting clients with motivational speakers, Keith Harwood, founder of Inspire Speakers, has faced – and continues to face – considerable threats to his business. Yet the company is maintaining a healthy growth trajectory.

In this week’s episode of the My Business Podcast, Keith discusses how he is meeting these many challenges and his thoughts on:

• The thing he believes is most crucial to making a successful sale
• How to cope with digital disruption
• Dealing with channel conflict as a ‘middle-man’ service provider

And much more!

Listen to other instalments of the My Business Podcast:
Episode 34: Anytime Fitness Australia founder talks expansion and competitive markets
Episode 33: Are you a leader, a manager or both?
Episode 32: Customer satisfaction: the only growth that counts
Episode 31: Taking a new idea from concept to consumer
Episode 30: Exclusive: Why not all growth is good growth
Episode 29: Taking the frustration out of people management
Episode 28: 'How I achieved 80% growth in turnover'
Episode 27: Giving your business the perfect fit-out
Episode 26: Cash flow tips and tricks for SMEs
Episode 25: SMBs have their say on economic prospects
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