- : Year 06, issue 03?issue=03&offset=10&volume=06

 
Landing the deal Publication date: 15.05.2007
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Landing the deal.. The five hardest things to do. There are lots of ideas about salespeople and how they should operate. Most involve using the right tools, more training etc. Dan Tudor , author of “Landing the Deal”, has a different perspective. He says the five hardest things to do as a salesperson are: (1) Maintaining a positive, optimistic attitude;...
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I’ll be back! Publication date: 15.05.2007
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I’ll be back!.. You visit a customer but someone else is present as well. Someone you have no business with. A colleague, a neighbour, whatever. Don’t start your sales pitch while the other person, who is generally not interested at all, is present. Say: “I’m sorry, I didn’t know you were busy. When would be the best time to come back?”...
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Persuading the customer Publication date: 15.05.2007
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When Walter ran out of things to say to a prospect, he thought the chances of an order were gone. Then he remembered something, and hired an expensive BMW for his next visit. The customer’s interest was immediately aroused...
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Thanks for the order … or not? Publication date: 15.05.2007
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Matthew secures an order, but then an unfortunate remark makes the customer doubtful again. It’s a frequently made mistake in selling. What are the pitfalls awaiting you once the deal is closed?
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Is visiting your site a pleasure or a pain? Publication date: 15.05.2007
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Websites should give visitors the information they want as quickly as possible. Sites which don’t follow this principle risk losing customers. By way of example, did you know reading speeds on monitors are 25% slower than on paper?
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Spouse swap Publication date: 10.11.2005
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You’ve just calculated that your car benefit for this year is going to be enormous. But it’s actually your spouse that uses the car. Can you transfer it to them to reduce your tax bill?
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Supplier vetting Publication date: 10.11.2005
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The VATman is demanding so-called security payments from businesses that deal with “labour suppliers”. Is there now something you should be doing about your own suppliers?
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Should you DD your VAT? Publication date: 10.11.2005
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The VATman has been running TV ads saying you get extra time to pay your VAT if you go online. If this is true, how can you really benefit?
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Temporary loyalty Publication date: 10.11.2005
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You’d like to encourage a temporary staff member to stay with your business for a month or two beyond their agreed leaving date. Is it possible to do this in a tax efficient manner?
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An attractive way to give Publication date: 10.11.2005
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As a taxpayer, your chosen charity can claim a tax repayment on any donations you make. However, there is something you can do to make the most of this generosity if you are a higher rate taxpayer. What is it?
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