The most unusual source to learn about winning consultancy sales
Recently I adopted an 11 week old border collie puppy, Harry. Over the next 18-24 months I will develop him for Working Trials competitions. There are no sheep involved. These type of trials were originally based on testing a dogs capability for police work. Now they’re a demanding dog
Helping clients decide
Consultancy leaders interested in revenue growth often think about "winning sales". They want me to teach their team members sales techniques. But I won't ... because these aren't right if they want to become the client's advisor. Instead they must learn to offer
Sixty glorious minutes. One very valuable insight.
A rescheduled meeting gave me some unexpected free time. Instead of moving onto my next task I took in some sunshine. iPhone completely off and two flights of stairs away. No interruption. No agenda. Except to sit and think. A whole hour for insight-ing. When was your last time you
4 questions that will get you more referrals
A while ago I wrote about Dan Sullivan's Referability Habits concept. I love the simplicity of this. You may remember the four habits: 1. Show up on time. 2. Do what you say you will. 3. Finish what you start. 4. Say please and thank you. Dan just
... you missed an opportunity.
The only reason the client bought you in. They want a business outcome. They want value. And because you're so keen to talk about game-changing technology, connected experiences, product sprints, digital transformation, and all the rest ... you missed an opportunity. It was your chance to ask the business
Business growth and winning projects with key decision makers in big companies.
Working with consultants I notice interesting things around business growth and winning projects. These include: * Project opportunities coming via a tiny number of decision makers and influencers. * The number of highly-profitable business relationships is sometimes even smaller. * Productive relationships have common characteristics - roles, traits, mindsets, power. * There are already
5 reasons clients won't decide
A client asked me why they're not getting traction with a heavy ROI value proposition. They can demonstrate a profit improvement of between £0.5M - £1.0M for their prospect in just 90-days. That looks good, right? So, why is their prospect hesitating to engage? Here'
How to make closing comfortable
Part 1: What concern about selling comes up most for consultants? My experience suggests the answer is asking clients to make a decision. a.k.a. closing. Part 2: Why is closing a concern for consultants? My observation is the move from ideation conversations is uncomfortable for them. a.k.
Why is closing a concern for consultants?
Part 1: What concern about selling comes up most for consultants? Imagine you've been having a great pre-sales conversation with the client. Chances are you've done a lot of divergent thinking together. Opening up ideas, exploring pathways, and generating options. It's visionary mode, it&
What concern about selling comes up most for consultants?
This is a question I get asked by clients ... curious to know if they’re all in the same boat. I always answer with the concern that comes up least. You may be thinking that’s an odd response. But it isn’t. You see the concern that comes up