Increase Your Results in Winning New Clients by Stating Benefits
Continuing with our in depth look at improving sales skills we now take a look at the importance of benefits in the negotiation process with your prospects.
Do You Have an Up To Date Business Plan? – Part 2
If you have not read part 1 in this series here is a link to the first article. In the previous blog - in my first…
How to improve your questioning technique – Final Part
The final article in our series on how to improve your questioning technique.
7 Marketing Lessons Learned from the Game of Golf
It was 2016 when Danny Willett won the Masters, the first Englishman to do so in 20 years. In that same tournament, Jordan Spieth held the…
Improve Your Questioning and Interview Technique
Continuing with our in depth review of how to improve your questioning and interview technique. In this article we will explore IMPLIED NEEDS AND EXPLICIT NEEDS.
Problem Questions
Problem questions explore difficulties and dissatisfactions in areas where the seller can help. Use them as soon as you have sufficient information about the prospect’s situation to indicate a probable area where your expertise can help.
Working From Home Update and An Eye on the Future and Essential Planning
We have visited this topic on a number of occasions, particularly at the time of the outbreak of the Covid pandemic. So, what is there to change?
14 Things Successful People Do Differently
Let me tell you a tale of two accounting firms. Located in a capital city both firms were comparable in size 20 years ago. Today, one…