sales process

“Free” advice is never actually “free”, is it? None of us are silly – including the people we are talking to as prospective clients. Everyone knows advice isn’t free…it is at someone’s expense, and someone…

Managing time is not a productivity tip. Time ticks on regardless and you can’t “manage” it. What you can do is prioritise how you use it. So here’s the top productivity tip: To handle a…

True professionals don’t just HAVE processes, they have processes they use everywhere in their work. All the time. Professionals are in fact process-driven. We need to learn from those professions where the outcome of a…

Tom Peters suggested many years ago that one of the most effective marketing activities a professional could engage in were weekday lunches. 250 of them in fact over the course of the year. That is…

I think it has always been true, but it is more true than ever: a needy adviser is a major turn off to potential clients. YOUR need will a sale. Sometimes, perhaps too many times,…

If you doubt that culture can create lasting success, then consider this: Imagine a sports team (or club if you prefer) that competed continuously for well over 100 years and during that time had a…

Being able to build an effective telephone track is a core skill for any adviser, and yet, so few seem to understand how to build one. It is perhaps one of those “lost sales skills”…

The only question that matters to prospects is “W.I.I.F.M?” The big “what’s in it for me?” question is the only question that matters when we are dealing with a prospective customer…someone who WE want to…