Encouraging solicitors to sell – Aligning cross-selling with professional conduct rules

Posted on: December 4, 2017 solicitors to sell

At a recent change management training session – where the topic of changing attitudes and corporate culture was discussed at length – we talked about the challenge of encouraging solicitors to sell. And in overcoming their resistance to selling and cross-selling. When it comes to persuasion, it’s important to align a new belief or behaviour […]

Read More

Persuasive writing – Nine quick tips

Posted on: October 6, 2017 persuasive writing tips

The most recent persuasive writing course – up in Manchester last week – generated some interesting discussions about effective technique. Here are a few tips to add to those in previous persuasive writing blogs. 1. Red mist words There are some words and phrases that I really dislike. Because they are over-used, meaningless and lazy. […]

Read More

Selling legal services with storytelling

Posted on: September 27, 2017 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 – much better to pull in […]

Read More

Persuasive writing tips – Five technical questions

Posted on: March 31, 2017 persuasive writing tips

During a recent MBL persuasive writing course in Manchester we addressed many of the same issues as on previous writing courses (see, for example: http://www.kimtasso.com/whats-right-write-highlights-persuasive-writing-business-development-workshop/ and http://www.kimtasso.com/five-favourite-thoughts-on-fantastic-writing-from-a-business-development-writing-workshop-2015/ and http://www.kimtasso.com/business-development-writing-lawyers-13-top-tips-writing-impact/). But there were also some specific questions which the delegates asked me to address in a blog post on persuasive writing tips. So here goes: 1. […]

Read More

Book review – Insight selling by Mike Schultz and John E Doerr

Posted on: March 10, 2017 Insight selling book review

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://www.kimtasso.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 […]

Read More

Original branding by Matt Playford · A site by Fresh01