Jon August 22, 2016 @ 1:47PM
Business development time wasters

Business development time wasters

There I was sitting on a hot, stuffy, cramped tube train under London, heading to a meeting I didn’t really want and shouldn’t have been going to. Another morning disappearing from my diary, that I couldn’t afford. Business development meetings can loom large on...
Jon May 13, 2015 @ 1:34PM
Why aren’t your prospective clients signing up?

Why aren’t your prospective clients signing up?

Imagine that client, not that one – the “nearly client”. Yes, that one, the one that hasn’t yet signed up. You know she needs your help, you know you can help her, but she STILL hasn’t signed up. Here are 9 tips to get more clients to the finish line....
Jon January 25, 2016 @ 3:50PM
Does selling require charisma?

Does selling require charisma?

Do you need to be charismatic in order to improve sales, or does it help you sign up more or larger clients? Various business owners, especially accountants, recently told me they needed more charisma to help them sell more. Some, particularly those who consider...
Jon August 27, 2016 @ 4:33PM
You didn’t get the sale, now what?

You didn’t get the sale, now what?

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...
Jon April 14, 2015 @ 4:29PM
Where fancy sales techniques fall down

Where fancy sales techniques fall down

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...