What should you do when a potential customer asks "How much will it cost?" as one of their opening lines. This focus on price is often a clue to indicate the prospective client may lack knowledge about what you really do. In my experience across many types of businesses, I've found that it's usually because they simply don't know what else to ask. So they focus on something they understand - price. But how do you get around the price without seeming like you're avoiding an answer?

Using a visual presentation is a valuable tool to enhance understanding and retention,but should I leave my presentation with the prospect after the meeting is finished? As you might expect there is no simple, clear-cut answer. There are a number of factors you need to consider.

In selling and in networking we are told that asking questions is the right thing to do. And it is. But how do you stop your questions turning into an interrogation of your prospect?

As a consultant and trainer I'm often called in to new business opportunities. On these occasions it is part of my job to help clients understand how "big" their opportunity is. What I have observed is that sometimes my client doesn't really understand where their service (or product) fits into the market. Or why people will want it. Or what the price should be. To me, that smells trouble... for my client.

Just about every service business relies on some form of "proof" that they can deliver what they offer, and client testimonials are among the most sought after marketing weapons for business owners to have in their arsenal. But how do you go about getting a client testimonial that is worded well enough that you can actually use it?

Modern managing is hard. In years gone by managing was much easier. Everyone had clearly defined roles. You knew where the boundaries were. These days it seems as if many managers are confused into management paralysis. Not sure what to stand for. Scared of making decisions. You, as the manager, must proactively manage, coach and lead each team member towards achieving their individual goals.

How much time should you be spending marketing your business? Do you know how much is enough? Richard Branson, owner and founder of the The Virgin Group, an empire of 350 companies that includes Virgin Atlantic airlines, said that he spends about a third of his time on promoting and talking about the businesses he has set up. What does that mean for you?