Tag Archives: Selling

Selling is About Asking the Right Questions – Try BICS

The average professional adviser talks too much in selling situations. The art to winning work is to build credibility, rapport and trust in client relationships. And the best way to do that is primarily through asking questions and demonstrating that … Continue reading

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Which is More Important for Successful Selling – Credibility or Rapport?

The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospective client to … Continue reading

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It’s Different Selling to Women

I’ve long had a sense that, to sell to a woman, it helped if I had a female colleague in the selling team. But I’d never analysed why. Deloitte has! The firm carried out some important research in B2B selling, … Continue reading

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Ten Big & Easy Tips to Win More Pitches

PITCH PERFECT is a new book designed to help professionals win more pitches. These tips come from the world of  selling and have been adapted for professionals such as lawyers, accountants, surveyors etc. Don’t wait to be asked to pitch … Continue reading

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Powerful Selling Questions – Here’s a Hierarchy

Eric Vogt, a strategy and leadership consultant, has considered how to phrase powerful questions and has spotted some fascinating patterns. Those of us needing to be better at selling could learn a lot from his analysis. The Linguistic Architecture of … Continue reading

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Value Propositions by Numbers

Many people find it hard to articulate exactly what they’re offering to clients and to do this in a persuasive way. In essence we all need to get better at explaining why others should buy our product or service. Originally … Continue reading

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For Successful Selling, Which is More Important – Credibility or Rapport?

The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospect to be … Continue reading

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Consultative Selling Using MBTI Psychological Profiling

There are four recognised stages to selling where there may be important aspects of the buyer’s psychological profile to consider, as follows: Initiating the relationship Investigating client needs Proposing a course of action Obtaining agreement and contracting My overall premise … Continue reading

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Short of Work? Five Simple Steps to Stimulating Short-term Income

Most practitioners are finding it tougher keeping their utilisation figures high. It’s a terrible feeling when work levels drop of. You wonder when the next matter is going to crop up or what you’ve got to do to get work … Continue reading

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Procter & Gamble’s Seven Selling Steps – a ‘traditional’ approach to selling

As part of my marketing and brand management training at P&G I had to go out and sell. The training was fantastic and I was motivated to do at least as well as the sales team, even though I was … Continue reading

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