Sales tips

Pick up the phone – Creating better business relationships with telephones

I’ve done training sessions on inbound telephone calls to improve client service and enhance conversion rates (see, for example, http://kimtasso.com/managing-client-service-surveying-property-partnerships/). I’ve done workshops on outbound calls for cold calling (http://kimtasso.com/sales-selling-tips-11-point-plan-cold-calling/). But I was recently asked to cover the topic of outbound calls to existing contacts and clients to enhance business relationships Read More

2018-01-24T11:31:58+00:00January 24, 2018|Accountants, Kim's Blog, Lawyers, Property, Relationship Management, Selling|

Selling legal services with storytelling

I recently ran some workshops for lawyers on selling legal services with storytelling. It was to help them to appreciate the value of a more personal and emotional narrative in conversations with clients – whether in the written or spoken word. It is uncomfortable pushing information out to people - Read More

2017-09-27T11:58:35+01:00September 27, 2017|Lawyers, Marketing, Selling|

Cross-selling – The Big Questions

At a recent cross-selling and referrer management course we tackled: Cross-selling – The Big Questions. What are you trying to achieve? – Most firms have cross-selling initiatives. Many firms repeatedly launch new initiatives to improve cross-selling. However, the starting point has to be to set some clear goals about what you Read More

2021-04-03T17:13:39+01:00June 27, 2017|Accountants, Kim's Blog, Lawyers, Marketing, Property, Relationship Management, Selling, Strategy|

Coaching skills – The power of questions (2017)

At the most recent coaching skills course we reflected on the power of questions. In most coaching sessions, we use a simple framework of questions like John Whitmore’s GROW (Goals – Reality - Options - Will to act) to help the person reach their own conclusions about what they want Read More

2017-05-31T10:35:10+01:00May 31, 2017|Kim's Blog, Management Skills, Marketing, Relationship Management|
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