-
-
Recent Posts
Categories
Menu
Tag Archives: Selling
Which is More Important for Successful Selling – Credibility or Rapport?
The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospective client to … Continue reading
Posted in Business Development and Selling
Tagged credibility, rapport, Selling, trust, trusted adviser
1 Comment
It’s Different Selling to Women
I’ve long had a sense that, to sell to a woman, it helped if I had a female colleague in the selling team. But I’d never analysed why. Deloitte has! The firm carried out some important research in B2B selling, … Continue reading
Ten Big & Easy Tips to Win More Pitches
PITCH PERFECT is a new book designed to help professionals win more pitches. These tips come from the world of selling and have been adapted for professionals such as lawyers, accountants, surveyors etc. Don’t wait to be asked to pitch … Continue reading
Posted in Business Development and Selling
Tagged ask questions, evidence, features & benefits, pitching, rapport, Selling, valu-for-money
1 Comment
Powerful Selling Questions – Here’s a Hierarchy
Eric Vogt, a strategy and leadership consultant, has considered how to phrase powerful questions and has spotted some fascinating patterns. Those of us needing to be better at selling could learn a lot from his analysis. The Linguistic Architecture of … Continue reading
Value Propositions by Numbers
Many people find it hard to articulate exactly what they’re offering to clients and to do this in a persuasive way. In essence we all need to get better at explaining why others should buy our product or service. Originally … Continue reading
Posted in Business Development and Selling, Networking
Tagged benefits, competitors, evidence, HR, Selling, value, value propositions
Leave a comment
For Successful Selling, Which is More Important – Credibility or Rapport?
The age old sales tip goes – in the first five minutes tell them something they don’t know and ask them a question that gets them to think. There’s something in that. After all you want the prospect to be … Continue reading
Posted in Business Development and Selling, Coaching and Training, Networking
Tagged BD, credibility, rapport, Selling
Leave a comment
Consultative Selling Using MBTI Psychological Profiling
There are four recognised stages to selling where there may be important aspects of the buyer’s psychological profile to consider, as follows: Initiating the relationship Investigating client needs Proposing a course of action Obtaining agreement and contracting My overall premise … Continue reading
Short of Work? Five Simple Steps to Stimulating Short-term Income
Most practitioners are finding it tougher keeping their utilisation figures high. It’s a terrible feeling when work levels drop of. You wonder when the next matter is going to crop up or what you’ve got to do to get work … Continue reading
Posted in Business Development and Selling, Networking
Tagged BD, Law Firms, professional firms, PSF's, Selling
Leave a comment
Procter & Gamble’s Seven Selling Steps – a ‘traditional’ approach to selling
As part of my marketing and brand management training at P&G I had to go out and sell. The training was fantastic and I was motivated to do at least as well as the sales team, even though I was … Continue reading
Tony Reiss 
You must be logged in to post a comment.