You didn’t get the sale, now what?

You didn’t get the sale, now what?

Reading Time: 2 minutes | You can’t always win, but retiring with grace is good. In business things change and your failed proposal today, can become your great success another time. A sales process that helps your prospects sign up with an ever improving conversion rate is great, especially...
Where fancy sales techniques fall down

Where fancy sales techniques fall down

Reading Time: 3 minutes | Nearly every accountant, lawyer or other professional I know dislikes selling and hates the idea of sounding “salesy”. As a result they often don’t sell as much as they might otherwise do, and may even sound more “salesy”! If you hate sales techniques, want to sell...
People buy into YOU, not your firm.

People buy into YOU, not your firm.

Reading Time: 3 minutes | Regardless of the type of firm you own, or the service you’re selling, people buy into you before they buy your firm or its services. So, if you’re looking to sell more, sign up better clients or simply get more referrals from your networking group – read this...
Sales questions: How do questions help clients buy?

Sales questions: How do questions help clients buy?

Reading Time: 3 minutes | Questions play a powerful role in getting prospective clients to sign up. Yet the common complaint I hear  is “they just kept talking at me, trying to persuade me and didn’t listen“. Good sales questions will have a sting in the tail, the sting being...
Testimonials save the day – but only you use them well…..

Testimonials save the day – but only you use them well…..

Reading Time: 3 minutes | Testimonials are a tool that you can use to help close deals before they pause into oblivion and freeze over. How do you use your  recommendations? The painful pause When was the last time you bought something big? I’m in the middle of buying some expensive new diving...
Exposing yourself when selling: Why and how…

Exposing yourself when selling: Why and how…

Reading Time: 2 minutes | When you want to sell your services, think about what your prospects know about you and what they should know about you. That’s YOU, not your firm, or your qualifications, but you. Let me reflect on a recent purchase, to demonstrate and help you improve your selling...