Jon Baker

A tip to ensure your team really understand

A lot what you say to your team is wasted, well it is for many professionals running a firm and a team of people. The result is that the team is less likely to be able to get on with the job that you asked them to do! That’s wastes your time, their time and …

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The class tart stole my prospect

Have you ever been working on a prospect and found that somebody else “stole them”? What might make it more annoying is when you realise who stole it and know that they don’t deserve that sale, they’re not as good as you and they display all the wrong behaviours? Does that feel really annoying? In fact …

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being professional

What to do when a client says no to working with you

Imagine the scene: you were discussing your offer with a prospective client, that was interested in purchasing your services. Sometimes you might expect one or two “objections”, but you know  how to deal with an objection. Normally objections are simply issues the prospect wants clarified; hence the simple statement objections are not rejections. You’d got over those objections and made …

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partner business case

How to deal with an objection and increase your sales

Have you ever worried about what to say if somebody throws objections at you? Earlier this week I was sitting in a restaurant and couldn’t help overhear what was an obvious sales conversation that was going downhill rapidly! This happened as a result of a question that the sales person took wrongly. It was a …

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What should I write in my firm’s blog – and how do I decide what to write?

8 ideas to help you blog more easily. Blogs help build new business, but many professionals are put off by not being sure of what to write or where to get the ideas from. How often have you heard comments like: “Writing is easy, thinking of ideas takes too long” “Where will I get ideas …

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