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Channel: selling Archives - How To Make Partner
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Let’s put selling back into Business Development

Wow, the 1st of June has arrived quickly. We are pretty much half way through the year now… scary isn’t it? Have you noticed, that even though ‘selling’ is a vital part of what every ambitious...

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Please don’t ask me what keeps me awake at night

This is a guest post from David Tovey, the author of “Principled Selling: How to win more business without selling your soul“ …or attempt to find the ‘pain’ in my business life that you think will help...

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How to become a rainmaker

In my experience most professionals, such as lawyer, accountants, architects, consultants would not describe themselves as rainmakers. (even though many professionals wish they could become a...

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Business Development Clinic: How do I qualify a lead?

Today’s business development clinic has come to us via a conversation with an aspiring partner who was finding that he was spending too much time chasing potential clients which didn’t go anywhere. We...

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Business Development Clinic: 7 signs that a prospect is interested in using...

The question that I was asked recently – How do I spot the signs that a client is interested in working with me? When are they just being polite and taking an interest, and when are they serious about...

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Business Development Clinic: How to cope with objections from potential clients

You are in a business development meeting with a juicy new potential client, and then it gets awkward… I am wondering whether you are too big/small for us My concern is whether this project will get us...

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Business Development Clinic: 3 ways of dealing with a potential client who...

In this business development clinic, we are looking at the old ‘tough’ chestnut, of what to do with a potential client who says that you are too expensive. In this situation you have a range of choices...

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Business Development Clinic: What’s the best way to turn a client’s need into...

For most professionals, our biggest competitor is not the firm down the road, it’s actually a client’s inertia or belief that they can do what they need to do without your services. I.e. you and they...

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9 fool-proof sales tips to help every accountant convert more business

In this blog post, Jon (who once trained all of BP’s sales teams across Europe) shares eight sales tips for accountants. Sales tips for accountants If you want to sell more, then remember that people...

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Why tried and tested sales techniques normally don’t work for professionals

In this blog post by Jon Baker, co-author of The Go-To Expert, he examines why tried and tested sales techniques normally don’t work for Accountants, Lawyers, Consultants and other professionals. This...

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How to build rapport with prospects during the sales process

  How to develop rapport Rapport is one of the key ingredients you need to be successful in the sales process. In this article, we delve into how to develop rapport with your potential clients. What is...

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How to convert a prospect into a warm, pre-qualified lead who is ready to buy...

My client had had a very successful presentation at a seminar. As always with these things lots of people came up to talk to her afterwards. In fact there was someone who was in a role and position to...

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How to convert a prospect into a warm, pre-qualified lead who is ready to buy...

My client made a very successful presentation at a seminar. As always with these things, lots of people came up to talk to her afterwards. In fact, there was someone who was in a position to give her...

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Buying signals: How to recognise them and swiftly close the sale

How do you know when a client is thinking of buying your services? They start to give off buying signals. This blog post answers the question, what are buying signals? Then, when you recognise a buying...

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4 different types of sales questions which will turn you into the firm’s...

In this blog post, fresh after talking about how to use your personality to convert more sales, Jon Baker explains the different types of sales questions for accountants (as well as lawyers and...

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6 big clues to help you identify and stop wasting time on tyre-kickers

Tyre-kickers. Not a particularly nice word, and often used to describe prospects who don’t want to buy your service, or the upsell from your marketing activity. In this post I’ll give you six signs...

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7 probable reasons why your potential client is not returning your call

It was all going so well. In fact, as it turned out too well… All I needed to do was agree dates with the client for a series of workshops worth nearly £10k to us. That should be the easy part? Right?...

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The 3 most likely reasons why your leads are not converting

Do you find that you have good conversations with prospects which never quite seem to lead to paid work? You are not alone! This is one of the most common challenges professional advisors have with...

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How to differentiate and make your firm stand out when you sell a commodity...

In the absence of differentiation, price is the ultimate deciding factor. It’s a painful truth to accept, but that is often what ends up happening with commodity sellers. Nobody wants that, nobody...

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Business Development Clinic: How can I increase my success rate in sales...

Typically most professionals will need to have a face-to-face meeting with a prospect before converting them to a client. Very often these meetings can make or break a potential adviser/client match...

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