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Successful Selling Tips for Professionals No.3: There is more than one way to sell

We all know the expression "there's more than one way to skin a cat". Obscure as it is, this is an expression that is widely understood. Why is it then, that many people when put into a selling situation use the same process every time? We

26th July 2011

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Successful Selling Tips for Professionals No.2: Price Objections – What they really mean

We are all very conscious of the price we charge in the market. We want to charge the right amount for our service, and a premium if we can for the value inherent in that service, but we don't want to price ourselves out of

19th July 2011

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Successful Selling Tips for Professionals No.1: Sell First – negotiate later

I am often told by my clients that they feel that they are unable to compete in a tough market unless they are lower cost than their competitors. In some instances they are even embarrassed to discuss cost at their standard charge out rates, and

18th July 2011

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Failing to follow up – stop wasting business opportunities

Does the following sound familiar to you? "I met this great person at an event last night, we got on really well, and they are about to instruct an advisor to do what we do, but the opportunity just didn't come up to ask the question". What

29th June 2011

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Overcoming the fear of Selling – Market yourself and your firm more effectively

This week I am re-posting a blog I wrote in October last year. I have had so many conversations recently about professionals who fear selling, that I thought it may be useful. I hope it is, and welcome people's thoughts. Effective business development and marketing Why is

22nd June 2011

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Do you remember when learning was fun? – Acquiring new business skills

As an adult, learning a new task is something that can be so very easy or so incredibly tough. Why is that? Surely if we decide that we want to learn something, then we just get on an learn it. If it was just that simple. Learning

2nd June 2011

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Passion, Commitment and Resilience – Success in a tough market

Two things have really struck a chord with me this week. I've just finished reading Tom Reynolds's book 'Blood, Sweat and Tea' following his life in the London Ambulance Service. It is a great read and I continue to be amazed by the commitment shown by

10th May 2011

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Better Time Management – Overcoming Procrastination

If you are someone who finds that they put off some tasks over and over again, you are certainly not alone. Almost all of us procrastinate to some degree, but it effects some more than others. Procrastination is a destructive habit, that when played out to

16th March 2011

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Growing your business in a tough market – Getting back to basics

There have been a lot of articles and comment recently in the various trade press about running a successful business in a tough market. Of course, we all have our own views, but why is it that some businesses manage to thrive, almost at odds

7th March 2011

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