Sales tips

The psychology of price

I recently attended a short PSMG session led by Paul Denvir of The Pace Partners on the psychology of price. He started with an exercise where we were all to noted down what we would consider the values of expensive cars and houses and cheap holidays and we quickly saw Read More

2015-12-10T12:22:29+00:00February 10, 2011|Kim's Blog, Lawyers, Selling|

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

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 Read More

2015-07-03T15:31:09+01:00January 21, 2011|Accountants, Kim's Blog, Lawyers, Selling|

White paper on social media in selling for lawyers, accountants and surveyors

A while back I got together with a well known consultant in digital marketing and social media to produce a White Paper providing guidance to lawyers, accountants and surveyors – and their business development advisers – on the use of social media in selling and integrating social media into their marketing, Read More

2013-09-18T17:01:34+01:00December 15, 2010|Accountants, Kim's Blog, Lawyers, Relationship Management, Selling, Social Media|

PM Forum Conference – The clients bite back (Sony Ericsson, Better Capital and JP Morgan)

My favourite session at each year’s PM Forum Annual Conference is the final plenary session where a panel of professional service clients are invited to give their view on the marketing and sales approaches that they receive and to answer questions from the floor. This year the panel comprised: - Read More

2013-07-26T21:34:23+01:00September 27, 2010|Kim's Blog, Lawyers, Marketing, Property, Relationship Management|
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