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What is the simplest sales tip for any lawyer who does not like selling?
Asking for referrals is the easiest tip for business development What is the simplest sales tip for any lawyer who does not like selling? The simplest sales tip for any lawyer is one which requires...
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Influencing skills – mirroring an analytical person
Mirroring an analytical person needs great care Influencing skills – mirroring an analytical person We have discussed reviewed the power of mirroring. How we can make a colleague or a client feel...
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Being assertive with the direct lawyer – a secretary’s perspective
Being assertive often means trying a new approach Being assertive with the direct lawyer – a secretary’s perspective We can go on training courses to learn how to be more assertive, but this does...
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Are you ready for management or leadership? Take a long hard look before you...
Taking a leadership role needs careful consideration Are you ready for management or leadership? Take a long hard look before you jump. The next step in your career is promotion; possibly to a team...
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What stops us from making the changes we know are good for us?
Ambivalence can explain why we don't make those changes we think we want to What stops us from making the changes we know are good for us? The answer can be… Ambivalence. The simultaneous existence...
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Presenting your proposal – What if your client interrupts with a question?
If a questioner interrupts you, stop, listen and ask yourself why? When presenting an idea either informally around the table in a meeting, or more formally standing up with slides, what do you do if...
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What can we do about members of the team who are disruptive in meetings?
Disruptive can mean a lot of things including; sarcastic comments; negativity; talking over other people; not paying attention; not being open to change or talking down ideas. Why does this...
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Email subjects – how can I phrase them to be more effective?
Email subjects can convey all they need to know Sometimes email subject headlines don’t communicate effectively the level of urgency or importance, so how can we make them more effective? The subject...
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What is outstanding service and how can we give it?
We’re always being told to give outstanding service. We’re told that service is everything and that we need to focus on the service we give. But what is outstanding service? Let’s take a look at the...
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ITD Legal blog: With influencing it’s firstly about why they should listen to...
Before we plan how to persuade someone, it can be useful to first consider why they should listen to us. To ask ourselves questions like; What is their opinion of us?; How well would they receive a...
View ArticleITD Sales Blog – Pre-handling objections…
Pre-handling objections can make a real difference Pre-handling an objection means overcoming that objection before it is raised. For example, if you expect price to be an issue as you are not the...
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The Truth About Personality
Is it possible to change our personality? No says the considered opinion of most in our world of personal development. But maybe we are wrong. In a television programme this evening Michael Mosley...
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What can the British & Irish Lions tour remind us about leadership?
I’m not an expert on sport, but it is interesting to observe how coaches and managers go about their work under scrutiny from the press, and to see if we can learn from them. When Warren Gatland, the...
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ITD training helps experienced people with their challenges
During a recent training session with a group of experienced financial advisors there was a discussion about positioning. Positioning is the skill of explaining something in a way which communicates it...
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How can senior Sales Advisers Benefit from Sales Training? – Case Study
How can senior sales advisers benefit from sales training? – Case Study This UK based financial services business has a team of senior advisers who advise private clients on their wealth management....
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Can Finance Training be interesting & fun?
Can Finance Training for Non Finance Managers be Interesting? – Case Study To those people who do not get goose bumps from the mere mention of accruals. And to those who don’t get a quiver from profit...
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One big challenge with delegating when you’re a new manager / team leader
One of the biggest challenges with delegating when you’re a new manager or team leader, is that delegating is not necessarily what you’re good at. You’ve been doing a job which is about you doing...
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Keeping in touch with prospects can be interesting as well as necessary
We have a prospecting list. We are told we need to keep in touch. We know we should keep in touch, but we don’t want to be a nuisance. There is a way to do it that can make it interesting. Following...
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Working with different work styles – Analytical
We can see people have different work styles. Some are very chatty whilst they work and enjoy collaborating with colleagues (Social). Some like to try new things, welcome change and enjoy variety in...
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The four main causes of stress at work
Stress is important, either personally or as a responsibility of any manager. The impact of stress on work performance can be significant. But what are the main causes of stress? Research indicates...
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