Decision Making Unit

Fabulous First Meetings – 16 selling insights

My first book, published in 2000, was on selling skills so it gives me great pleasure to sometimes indulge my passion and provide sales training. I recently completed a series of short in-house training sessions for a property client on “Fabulous First Meetings” where we covered a range of selling Read More

2017-03-21T10:57:26+00:00March 21, 2017|Accountants, Kim's Blog, Lawyers, Management Skills, Relationship Management, Selling|

Helping fee-earners prepare the perfect pitch Mk II

A week ago, we ran another of the PM Forum’s “Helping fee-earners prepare the perfect pitch” sessions which was hosted by reputation management consultants Regester Larkin. Here are some of the main issues arising. Pitch challenges The delegates had a variety of challenges that they wanted to address but the Read More

2013-09-08T19:04:04+01:00February 14, 2013|Accountants, Kim's Blog, Lawyers, Marketing, Property, Selling|

10 top tips for targeting – bring focus to your sales efforts

Targeting 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 Read More

2015-12-11T13:59:47+00:00April 28, 2012|Accountants, Kim's Blog, Lawyers, Marketing, Selling|
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