consultative selling

Why are questions so important? (Questioning skills)

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. In this post I explore different types of questions and how they can be used in various business scenarios. Why are questions so important? (Questioning skills). The importance Read More

2024-02-22T17:28:18+00:00February 21, 2024|Kim's Blog, Management Skills, Relationship Management, Selling|

Nine insights: Sales processes and selling skills for targeting and meetings

Last week, we welcomed UK and international delegates to a PM Forum digital workshop on “Selling Processes and Sales Skills for Marketing and BD Professionals”. There were equal numbers of delegates from law and accountancy firms who had various roles: business development, pitching, key client management, cross-selling and external referrer Read More

2022-10-24T10:03:34+01:00October 24, 2022|Accountants, Kim's Blog, Lawyers, Relationship Management, Selling|

Book Review: Smarter selling – Next generation sales strategies to meet your buyer’s needs every time by Keith Dugdale and David Lambert

I am often asked to recommend books on sales and selling – both for beginners and experienced practitioners. There are so many to choose from – I’ve read hundreds, reviewed a fair few and even written a couple. So I've done a series of reviews (other recommended sales books are Read More

2022-05-06T16:10:33+01:00May 6, 2022|Accountants, Kim's Blog, Lawyers, Relationship Management, Selling|

The impact of Covid on listening while selling

Earlier in the year I joined an incredible panel of marketing and business development experts including  – Helen Blake of FutureCurve, Bernard Savage of Size 10 and a half Boots, Claire Mason of Man Bites Dog and Elliott Moss of Mishcon de Reya. The session was ably facilitated by Meirion Read More

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