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