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
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
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
When selling has been a key part of your role for over 30 years, and you have been teaching and coaching both the professions (lawyers, accountants and surveyors) as well as marketers for almost 20 years, it is easy to forget how important it is to remember the basics. On Read More
Talking with some accountants the other day about their recent sales experiences reminded me of a number of tips for more effective professional selling. Continuance or progression? - These are important concepts for those who have contacts that they see on a regular basis but find, rather frustratingly, that they are Read More
