28:53

Cross Selling (in the legal services industry)

01:58

6 Months' Warning

03:44

Premium Hourly Ratas

02:50

The Train

02:22

Tying the Hooks

02:27

Step Out to Success

02:41

The Possibility Tree

02:20

The Moon s Stars

03:21

I'll Say I'm Saying I've Said

03:39

Getting Lost

03:04

Flat Champagne

02:09

Infinite Imagination

02:45

Health as Hope

02:46

A Prop

02:26

Eye Jumping

03:15

Building Dreams

03:05

The 10/90 Follow Up Rule

04:29

A Bubble Diagram

05:11

A Placemat

02:02

Worst Case Scenario Questions

01:38

Bothering Questions

02:39

The Origination Bonus Mistake

01:44

Value of Solution Questions

01:58

The "You Are Too Expensive !" Objection

01:52

Commodity Work & Premium Work

01:32

Peak Desire

02:33

A Discount Vs. A Mark-up

01:46

Closing & Trial Closing

01:41

The Doctor Analogy

23:06

Interview with Ramona Livera, Senior Associate - Neocleous & Co - CYPRUS

01:34

The Babushka Rule

01:22

The KISS Rule

02:09

"The What's your Problem?" Mistake

01:37

Open Questions

02:14

The Black Box Approach

03:13

3 BD strategies

02:13

1000 Euros an Hour

02:37

A Goal is a Dream with a Deadline

02:10

An Active Referral

02:12

Feast & Famine

02:10

Passive Vs. Active Referrals

28:18

Interview with Tijana Kojovic, Managing Partner, BDK Advokati

18:56

Interview with Igor Živkovski, Partner, at Živković Samardžić Law Office

01:17

Quantification

01:48

Set BD Time

02:08

The 1:2 Ratio

01:50

The 20/80 Rule

02:31

The ideal BD Meeting

01:43

The I'm too busy Excuse

02:28

ABC Analysis

14:15

BD Interview with Bojana Bosnjak London (Partner, Maric & Co)

03:25

Coin Analysis

04:26

The Comet Approach

04:16

4 Ways of Escape

23:41

Mykola Stentsenko Interview (Managing Partner, AVELLUM - Ukraine)

02:51

Tea for Two T42

59:45

Complete Cross Sell IV - 230323

02:24

An Up Sell Clause

59:57

The Early Morning Show - Broadcast 19 - 16/03/23 - Cross Selling-III

02:53

Oggie's Element