Telephone skills workshop – 11 key points

Last week I facilitated a half day MBL telephone skills workshop titled “Pick up the phone! Client service and sales opportunities for professionals in the digital age”.  Delegates included lawyers, property professionals, actuaries and risk management consultants. We considered both inbound calls (enquiry management) and outbound calls (proactive sales calls). Read More

Seven pitching themes – specialisation, engagement, research, content, differentiation, project management and virtual presence (May 2021)

This article was written for the delegates at a recent pitching workshop organised by the PM Forum  as a summary to supplement the other course materials they received. There were seven pitching themes – specialisation, engagement, research, content, differentiation, project management and virtual presence. 1. Increasing specialisation Many marketing and Read More

2021-05-27T16:57:05+01:00May 27, 2021|Kim's Blog, Marketing, Relationship Management, Selling|

Book Review – Never split the difference: Negotiating as if your life depended on it by Chris Voss with Tahl Raz

Regular readers will be aware that one of my favourite books on negotiating is “Negotiation for leaders” by Simon Horton which I reviewed in 2016 . But this book: “Never split the difference: Negotiating as if your life depended on it” by Chris Voss – a former FBI hostage negotiator Read More

2021-05-05T15:40:00+01:00May 5, 2021|Kim's Blog, Management Skills, Relationship Management, Selling|
Go to Top