Kim TassoHelping tax advisers sell their services – Be more detective
Posted on: January 30, 2020
I was delighted when the Chartered Institute of Taxation (CIoT) Harrow and North London Branch invited me back to present an evening session earlier this month. I had previously presented on “Social media for tax advisers” in 2013 . On this occasion my talk was on “Helping tax advisers sell their services – Be more […]
Enquiry management: Converting more telephone enquiries with basic sales training
Posted on: July 25, 2019
At a “Business development for lawyers” course a while back the topic that the delegates asked me to write about was that of converting telephone enquiries. More recently, at a practice development course for private client solicitors, the same issue arose and other insights were shared at a recent in-house workshop on the topic. So […]
10 top tips for targeting – bring focus to your sales efforts
Posted on: April 28, 2012Targeting is one of those interesting areas that sometimes falls between the marketing plan (where market sectors and ideal clients are described) and selling (where attention is concentrated on converting leads generated by marketing). At the other end of the scale, some firms simply have lists of named institutions and organisations that they want to […]
Take a walk on the client side – Empathy and emotional intelligence when selling professional services
Posted on: January 21, 2011Earlier this week I did some training on sales conversion on the telephone and in meetings with some delightful family lawyers in Wolverhampton. At the end of each training session, I always ask people which key idea they found most useful. Not surprisingly, the majority of responses relate to the psychological aspects of selling – […]