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

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 signal how to progress the sale swiftly to a conclusion with your...
How to build rapport with prospects during the sales process

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 rapport? Before, I go more into detail about how to...
How to sell litigation and other ‘distressed services’

How to sell litigation and other ‘distressed services’

Litigation is impossible to sell. After all you can’t just pick up a phone and cold call a prospect to see if they have a dispute and need your services. Nor do most rational people want to be a situation where they are in a dispute with someone. So therefore,...
How do I follow up without p*ssing off my potential client?

How do I follow up without p*ssing off my potential client?

When you are waiting on a new client or lead to say ‘yes’, it can be a tense time. Are they serious? Have you won the work? Do you have the resources for the work? Will they answer your calls or emails? That’s the problem. You know you need to follow...