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…

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…

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…

Advisers: Good advice process is not enough. Being technically competent is not enough. You have to get selling. I know that “Sell” is seen as a bit of a dirty word these days, but we…

One of the most powerful words in sales and marketing is “because”….and it doesn’t get used enough. …with BECAUSE we can link ideas of logic and emotion. The linking of logic and emotion makes ideas…

I am a professional. I am a salesman. These two things are not contradictory. We all sell stuff. It seems like I’m selling my time these days…sometimes a product….sometimes it is just selling concepts and…

Voicemail messages which do not get responded to is without doubt the bane of most professionals working lives…frustrating, time consuming, inefficient….voicemail has become the “first line of defence” for prospects and clients alike. Their number…