Brooks Group

FEBRUARY 10, 2025

Now, its like a packed corporate strategy meeting where every department sends a representativeeach with an opinion and veto power. Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner.

B2B 88

B2B Emotional Intelligence Value Proposition Stakeholders 88

Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. An important assessment that I use a lot is for Emotional Intelligence (EQ). kimtasso.com). kimtasso.com).

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Red Star Kim

NOVEMBER 1, 2023

Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

FEBRUARY 21, 2024

When we meet someone, we show interest in them and learn about them (to build empathy and see the world through their eyes An introduction to emotional intelligence (EQ) and empathy (Video) (kimtasso.com) ) by asking questions. Questions are important when we meet someone new.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Red Star Kim

FEBRUARY 22, 2024

It is defined as using questions to “clarify meaning, elicit emotion and consequences, as well as to gradually create insight or explore alternative action” (James, Morse, & Howarth, 2010). – Kim Tasso March 2010 How do you close a sale? It is helpful to surface knowledge that was previously outside of our awareness.

Negotiation 130

Negotiation Facilitation Emotional Intelligence Sales 130

Red Star Kim

JANUARY 22, 2024

Some of these reflect Cialdini’s keys of persuasion and influence Influence – Cialdini’s six principles of the psychology of persuasion (kimtasso.com) Sales meeting guidance She advocates that the start of each meeting is for knowledge collection mode – asking lots of simple questions (What and Why).

Value Proposition 100

Value Proposition Emotional Intelligence Sales e-Learning 100