Blog Archives

USPs – giving a client a reason to choose you: Part 2

Supposing you want to strengthen your product’s Unique Selling Points (USPs) but you aren’t allowed to change the core offering.

Tagged with: ,
Posted in Blog, Differentiation In the Sales Process

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.

Tagged with: , , , , ,
Posted in 4 Pitching for Business, Blog, Differentiation In the Sales Process, Sales Presentation Skills

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

Tagged with: , , ,
Posted in 5 Client Management, Blog, Differentiation In the Sales Process, Personal Development, Real Networking, Sales & Events, Sales Customer Service

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: , ,
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: ,
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: ,
Posted in 3 Converting Prospects, Differentiation In the Sales Process, Sales Customer Service

Great Things Come In Little Packages

The Forte Hotel in Florence 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

Tagged with: , , ,
Posted in 5 Client Management, Blog, Differentiation In the Sales Process, Personal Brand, Sales Customer Service

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

Tagged with:
Posted in Blog, Mike's Take On, Personal Development

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: , ,
Posted in 2 Prospecting, Blog, Differentiation In the Sales Process
Register HERE for free insights into building and monetising business relationships from scratch
Categories