Do you listen to truly understand your customer? Or do you 'listen' in the pauses before your next turn to speak? We're in our new Book Club basement this week, for our new book. Buy/download 'Never Split the Difference' by Christopher Voss and read along with us!

My album of the week is Fugees - The Score. Lauryn Hill's voice is astounding and I love the blend of pop and R&B. 'Ready or Not' and 'Fugee La' are my songs of the week although their cover of 'Killing Me Softly' is also up there. Great record, shame it was their last.

Forget about your own assumptions when you walk into a meeting. They don't matter. The ones that matter are the person sat in front of you who you're trying to sell to. Seek to truly understand what their thoughts are and you will already be at a massive advantage. #sales

5 traits of great salespeople. Yes, paranoia is one of them!! What traits do you think should be on there? #sales #b2bsales #success #job linkedin.com/pulse/5-traits… via LinkedIn

As a recruiter, one of the questions I get asked most often is "how do I find a job that's right for me?" The answer? Follow these simple steps and you can't go wrong! #sales #success #job #recruitment #b2bsales linkedin.com/pulse/6-things… via LinkedIn

IRC Book Club #63 Most Salespeople Don't Understand Empathy and it's Holding Them Back. We're reviewing Chris Voss' 'Never Split the Difference' an absolute must read on negotiation. Tune in and read along with us. #sales #FridayMotivation youtu.be/Prgv3fCaemw

An email prospecting strategy works! What do you think? #IRCBookClub #sales #emailprospecting

The salesperson's ability to assess a customer's emotion and label it back to them is a very powerful tool. If you sense anger/dissatisfaction and report this back to the customer in an appropriate way, it can really set you apart from the salespeople who don't understand empathy

Whether you like it or not, LinkedIn profile pictures are important and are there to be judged. As a recruiter, I come across a lot and the best candidates are always thoughtful about what they display on social media. #LinkedIn #Marketing linkedin.com/pulse/what-you… via LinkedIn

IRC Book Club #64 Never Use the Word WHY We're reviewing chapters 5, 6 & 7 of Chris Voss' 'Never Split the Difference' this week qne chatting about the question "why" and how it has become too aggressive in the modern selling economy. #sales youtu.be/lpDHS4--POw

A bit of perspective for some. We are extremely privileged to work in the world of software sales. It's a lucrative industry that allows us to earn more than teachers, doctors and nurses. Here's why you shouldn't moan when the job gets difficult. lnkd.in/ew66uH8 #sales

When searching for a new job, a lot of people forget to maximise their LinkedIn profile. Here's how to make your LinkedIn profile stand out to recruiters and hiring managers. #sales #linkedin #job #recruiters linkedin.com/pulse/5-ways-m… via LinkedIn

Most people overthink job interviews. In my 20 years of sales recruitment experience, I've found that there is a formula to succeeding and it's much more simple than people think! #sales #job #interview #success #linkedin linkedin.com/pulse/90-candi… via LinkedIn

The new episode of IRC Book Club 'Top performers have a READY TO WALK mindset' is out now!! JG and Mike finish and summarise Chris Voss' 'Never Split the Difference' - a great read on getting every penny out of a sale. #sales #bookclub youtu.be/1xJTnE4Q-6Y

It is ridiculous to get someone to write your CV for you. How can a salesperson signal t that they should be chosen for a job when they can’t articulate in writing their own value proposition? linkedin.com/pulse/why-you-… via LinkedIn

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