Earlier this week I ran a full day workshop on selling for MBL (“The art of selling professional services and winning business”). The day was organised into six modules: the sales process, sales planning, integration with marketing, psychological selling, selling skills and measuring sales success. I selected four themes in Read More
Last week I led another of MBL’s popular “How to manage and grow your private client practice” online (LearnLive) training sessions for a day. We covered a wide range of strategic, management, operational and business development topics. This article is for the benefit of the delegates who requested a summary Read More
At the recent MBL “Developing More Work from Referrers & Intermediaries” full day digital workshop what emerged from delegate discussions were three referrer management themes – Plans, Relationship and Communication. Agree targets and plans It became apparent early in the session that there was a need for different levels of Read More
Last week I had the pleasure of facilitating delegates from legal and accountancy firms in the PM Forum’s “Referral Management and Cross-Selling Accelerator” workshop. Here are the key points from the polls, break-out and discussion sessions with referrer management and cross-selling insights. I’ve also included a summary from a recent Read More
This short (12 minute) video runs through some key ideas on Influence – Cialdini’s six principles of the psychology of persuasion. Influence – Cialdini’s six principles of the psychology of persuasion. (Video script) Hi. I’m Kim Tasso. Today we are going to look at the six principles of influence and Read More
