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Time Management #1 – an introduction

It’s the big question that every recruiter of salespeople in financial services asks over and over again: what are the key features that make up […]

Candidate Selection Rule #3 – People are a product of their Past

  It follows that if a person is a product of their past, then you need to know all about them. Again, this follows from […]

Successful Selling 5 – Integrity

“The secret of acting is sincerity. If you can fake that, you’ve got it made” – George Burns. Financial advisers make money by selling ‘trust’, […]

Successful Selling 6 – Disciplined Approach

We are talking about time-management here. And it is the inability to manage their time that causes most salespeople to fail. I have rarely seen […]

Time Management #6 – Peak Performance

With our draft template ready to complete (see previous post here), we now need to determine whether there are particular days that are better suited […]

Successful Selling 7 – Belief

If you do not believe that the product or service you are selling will provide added value to your client, then stop selling it. You […]

Successful Selling 8 – Know your numbers

You have just been offered a job where you would earn £10 for every phone call you make. What time of day would you start […]

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