Supposing you want to strengthen your product’s Unique Selling Points (USPs) but you aren’t allowed to change the core offering.
Blog Archives
WOW people with this simple Steve Jobs presentation technique
Most of us want to WOW the people we’re speaking to. This simple technique, as used by Steve Jobs, will do this and so much more.
How To Become A Trusted Advisor; Easy If You Have The Backbone
So you’d like to become a trusted advisor to your clients eh? Who wouldn’t but could you do this? When I first went into sales it was with a Midlands based IT recruitment company. I knew nothing about sales and…
Curation: how to stand out and add REAL value to your stakeholders
There’s a new thing in town and it has a new name but more of that later. First though here’s the big problem and it’s made of 3 parts: – The world is full of things we would find useful…
How To Stand Out From The Rest
The other day I was returning from holiday on a BMI flight from Murcia to Birmingham. I think these days we all travel by air so much it’s rather like catching a bus: we just sort of go through the…
Tagged with: Customer Service, Differentiation, Excellence
Posted in 5 Client Management, Blog, Differentiation In the Sales Process, Sales Customer Service
Posted in 5 Client Management, Blog, Differentiation In the Sales Process, Sales Customer Service
So Even Carpet Fitters Can Differentiate Themselves: I Don’t Believe It!
This is a true story given to me by Les Philips of Index Wealth Management. Thank you Les, much appreciated. A few years ago Les had two Italian brothers as clients who lived in St Helens, Lancashire and were owner-managers of…
Tagged with: business development, Differentiation
Posted in 5 Client Management, Blog, Differentiation In the Sales Process, Sales New Business
Posted in 5 Client Management, Blog, Differentiation In the Sales Process, Sales New Business
People buy from people; make your firm more personable
We have all heard that saying: people buy from people. Of course they do because you can trust a person; you can like a person and you can establish a relationship with a person. You can do none of these things…
Tagged with: Customer Service, Differentiation
Posted in 3 Converting Prospects, Differentiation In the Sales Process, Sales Customer Service
Posted in 3 Converting Prospects, Differentiation In the Sales Process, Sales Customer Service
Great Things Come In Little Packages
We once stayed at the Forte Hotel in Florence. A great hotel in every way: service, position and overall quality were all excellent and I wouldn’t hesitate to recommend it. As usual I had taken a book to read, as…
5 Ways To Stand Out From The Crowd
This is nowhere near as hard as it sounds. Most professional service providers actually conform to a relatively common set of values: – Work hard and long hours: a big focus on hours worked Very focused on the here and…
Using Blogs To Help In Business Development
Quite often I am asked by young lawyers or accountants or other professionals how they can stand out from their competitors for business development purposes. They seem to think it is next to impossible to achieve this but I take…
Tagged with: Blog, Differentiation, USP
Posted in 2 Prospecting, Blog, Differentiation In the Sales Process
Posted in 2 Prospecting, Blog, Differentiation In the Sales Process