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The Night Before Christmas

‘Twas the night before Christmas, when all through the house

All the assets were transferred to the name of the spouse

Investments were made in the markets with care,

In hopes that capital growth would come there;

The accountants were nestled all snug in their beds;

While visions of balance sheets danced in their heads;

The client with his feet up, can smile & relax,

Safe in the knowledge that he manages his tax.

When what to our wondering eyes should appear,

But a balding accountant – a finance engineer!

In the cold he had cheeks like an arse freshly smacked,

I knew in a moment it must be React

More rapid than eagles his suggestions they came,

And he whistled, and shouted, and called clients by name:

“Sole traders! And Partners! Directors get Mixin’!

Wise-up, don’t be stupid! It’s your numbers we’re Fixin!

His eyes—how they twinkled! his dimples, how merry!

He was clearly already half-cut from the sherry!

A wink of his eye and a twist of his head

Soon gave me to know we had nothing to dread;

He spoke in plain English and went straight to his work,

Making the most of tax allowable perks,

And laying his finger aside of his nose,

He relieved the client of all of his woes;

He sprang to his liveried car with a leap,

And drove away home to his bed to count sheep.

But I heard him exclaim, ere he drove out of sight—

“Happy Christmas to all, and to all a good night!”

Xero – Silver Partner Status


We’re so pleased to have added Xero Certification to our Xero Silver Partner Status.

Xero really is the leading accounting software package for sole traders, partnerships & SME’s – it can and does transform businesses with its ease of use and excellent management information reports.

That’s why we recommend Xero to our clients

Our Aims

Here’s a very short video highlighting a couple of benefits that our clients experience working with us:

Guest blog by Nevil Tynemouth of New Results Training

Soft selling, is the acceptable face of sales – in fact, when it’s done right it stops looking & feeling like selling and it becomes more like buying.

So, how to do it and do it right?  The team here at New Results Training have been training, coaching and consulting on soft selling for more years than we care to remember, but we’re more than happy to share our soft selling tips.

The overarching principle is to add value for your clients or customers, which means you must understand their needs… so no surprise that the first tip is to ask, ask ask!  And don’t get hung up on whether you’re asking open or closed questions, simply have a conversation to find out what’s important to your customer.

If you heed the first tip, you need to listen, listen, listen!  Seems obvious but there’s still too many sellers who ask a decent range of questions then fail to listen to what their customers tell them!  What’s the point in that? Set yourself apart – practice listening (really listening, not just waiting for a gap to dive in with your next question!)

When you sell complex products/services that offer a wide range of features, the temptation is to get comfortable with a set of them and unconsciously focus in on them consistently.  The problem then is that the proposition is too narrow – it’s a single generic pitch and not true advice from the full offering.

It’s a long-winded way of saying that all sellers must know the full range of features of products/services that they are selling.  Sellers must then know how to translate them into personalised benefits to match, meet and – if possible – exceed their customers’ needs.

Are you struggling with the concept of selling at any level because you think it’s always a hard sell?  Don’t worry – you’re not alone!  We see this more often than you’d believe.  The solution that works well is to discuss the other “s” word instead of sales: service.

Remember the 90’s when Cool Britannia was still cool and football was definitely coming home?  It was also the decade that broke down the old school belief that service and sales were opposing forces. Soft selling is much more aligned to service – in some variants, particularly the Hard Helping Seller, the seller actively goes out of their way to offer a service that goes way beyond what the customer expected.  They even offer this same service to prospective customers.

Offer it for free.  No. Wait!  Don’t disappear. If your customers can try before they buy, without being under any obligation to hand over money, they’ll be making an emotional attachment during the trial period.  If you can’t offer this free option because of the product or service you sell, the alternative is to offer a no-quibble, fully guaranteed money back option.

Guest Blog from New Results Training - Soft Selling Tips, Sales

Alternatives to bank finance

3d small people - way choice

Mainstream banks are limiting the amount they lend to small and medium sized enterprises as they face increasing pressure to strengthen their balance sheets.

Here are some alternative sources of finance for SME’s seeking cash:

  • Invoice Discounting – the funder lends you money against your sales invoices which is repaid when your customer pays you so overall it speeds up the money coming in to your business
  • Factoring – like invoice discounting but you also outsource your credit control to the funder & use their expertise to recover money owed to you
  • Greater use of leasing – there is a growing trend for leasing IT equipment rather than buying outright which is great for cashflow but also, plant & equipment & commercial vehicles are increasingly being leased
  • Use the business owner’s pension fund – SIPP (self-invested personal pension) & SSAS (small self-administered pension) pensions are increasingly flexible & able to buy business assets such as land & buildings thereby creating a cash injection for the business and a tax efficient rental income stream for the pension
  • Business Angels – average investments run at £35,000 and can typically last 5 to 8 years
  • Peer-to-peer lending – typically unsecured personal loans that are not made by traditional financial intermediaries such as banks but new specialist companies set up for the purpose
  • Government Schemes – the Goverment’s new Business Bank doesn’t deal with clients directly but works through existing banks and institutions. Also the Business Finance Partnership plans to generate £110m more lending to SME’s
If you are an SME in need of a cash injection to grow your business, contact us now for ideas how you can achieve that