Getting your head around basic selling skills

Posted on: November 11, 2011

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 Tuesday morning I ran a […]

Read More

Take a walk on the client side – Empathy and emotional intelligence when selling professional services

Posted on: January 21, 2011

Earlier 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 – […]

Read More

16 ways to remember names when networking

Posted on: May 20, 2010

Whenever I lead or deliver a training session on networking, the issue of how to remember names when networking always comes up (particularly amongst the legal profession). As it did at the webinar earlier this week. So I have blogged this older FAQ: I have long suspected that one of the reasons so many people […]

Read More

Women in business: Can you have it all? – Nicola Horlick speaks

Posted on: March 24, 2010

Last week I went along to the Open University Annual Lecture at which Nicola Horlick spoke on the topic of “Can you have it all?” I’m always interested in different perspectives on women in business. I actually bumped into her as I left the ladies loo in the beautiful wood panelled area of the Crypt […]

Read More

Crazy busy – Overstretched, overbooked and about to snap (Book review) – Dealing with stress

Posted on: October 30, 2009

Dealing with stress? I first read this excellent book offering strategies for handling a fast paced life and dealing with stress by Dr Edward Hallowell, a psychiatrist, in December 2007. But many of the ideas (e.g. screen sucking, gigaguilt) have remained so vibrant to me as I have witnessed, amongst my clients and colleagues, a […]

Read More

Original branding by Matt Playford · A site by Fresh01