Last week (in The Icing On The Cake) I wrote about showing the client that everything is going to be alright. This is vital. However, by using a cashflow model you can not only show them everything is going to be alright, you can focus on delivering a lifestyle outcome; …
Displaying 24 Posts categorized under Customer service
The Icing On The Cake
If you can build a great ongoing review service you will be able to continue charging a premium price to your clients, increasing their lifetime value to you and increasing the sale value of your business whenever you elect to exit (the double whammy). If the 1% ongoing fee model …
Listen Very Carefully (I Will Say This Only Once)
Summertime Selling Skills Week 8 of the Summertime Selling Skills series is in two parts, and it’s all about the answers! The series to date has focussed on shutting up and letting the client do the talking, however, that’s only useful if we actually listen to what they have to …
Take It Easy
Summertime Selling Skills I believe that great questions equals easy sales. But what makes a great question? It’s a question that lets the client remember what’s important to them. It forces them to dig that little bit deeper than they would normally and benefits both the client and you, the …
The C Word
Summertime Selling Skills As we start to feel a firm nip in the air, my Summertime Selling Skills Series takes an Autumnal turn. At week 6 of the top 10 mistakes advisers make at the first meeting, I’m recommending that you take a breath and cool things down. First Meeting …