Kim TassoA personal approach to cross-selling
Posted on: August 2, 2018
In my blog posts about referrer management and cross-selling, I usually tackle the subject from a firm-wide perspective – goals, strategy, planning, change management, systems, information, rewards and measurement. But many lawyers, accountants and surveyors – especially those at the early stages of their career – ask me what they can do personally to support […]
Coaching skills – The power of questions (2017)
Posted on: May 31, 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 and need to do. The […]
Presentation skills – Preparing the content and delivery
Posted on: May 19, 2017
Whether part of sales or pitching training or for standalone presentations for seminars and conferences I conduct many in-house training sessions on presentation skills. Yesterday, I delivered a training session on pitching for the PM Forum (http://www.pmforum.co.uk/training.aspx) and there was a request for general presentation skills guidance during that course. So this post summarises the […]
Fabulous First Meetings – 16 selling insights
Posted on: March 21, 2017
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 insights including buyer psychology, communication […]
Book review – Insight selling by Mike Schultz and John E Doerr
Posted on: March 10, 2017
During the course of a career spanning over 30 years I’ve read a lot of sales books. I even wrote my own back in 2000 (http://kimtasso1.wpengine.com/publications/selling-skills-for-the-professions/). But when I first read Insight selling back in 2014 I thought it was a bright star of a book amongst many disappointing and sometimes useless tomes. I’ve recommended […]