professional selling

Every adviser needs to use negotiating skill every day…if not every single meeting in every day. We are constantly negotiating with all stakeholders of course but it is the constant negotiating with clients, or on…

Some customers you just don't want, because not all customers are good customers for you. Even some of those who look like they are commercially viable customers you just don't want

The key to successful professional networking is as simple as creating a win-win…everyone knows that. Networking with accountants will be successful if you know what the “win” looks like for them. Advisers historically – for…

To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive: Slowing Down. Anyone who has played a lot of…

There are some great and clever marketing campaigns put together by professional services firms and their marketing advisers, and they often get “good” results. Typically one thing stops them from getting great results: The follow…

Great questions are integral to client engagement, but what is a really GREAT question? One of the keys to success for any professional is having strong sales skills, or to put it another way, the…

Putting a value upon financial advice is a tough issue for advisers and consumers alike. There is a pretty basic concept as far as “Value” goes for any consumer purchase though which is not a…

As client presentations become more compliance-focused, lengthy, and technical in nature there is an corresponding increase in client dissatisfaction with financial advice. Coincidence? I think not. There has been a trend for years for financial…