Blog Perspectives Archive Some thoughts on referrals. Influence without selling … The client is the crib sheet Subtraction and consulting skills Three consulting skills … Straight-talkers build client confidence. A long time ago in a galaxy far, far away … Pareto Principle is the ultimate performance hack. A big mistake leaders make with their team Are you building a consulting business, or a practice? The first sign you’re a trusted consultant Can I get some Valium? Do you short change yourself? The extremes of buying consultancy The dangers of different and similar Communicate what you do better than anyone else (an exercise) What to do with thinking time The ‘big cheese’ request algorithm. Are your clients seeking or shirking? Show don’t tell … or go to hell I’m kind and work hard … you should marry me The practice before the outcome Were the sleeves of his coat rolled back? Getting paid what you’re worth Thought Leadership – in less than two minutes The best sales letter ever written An unusual perspective on knowledge-work Rapport factors you shouldn’t ignore The challenge of creation in a problem solving world Going from okay to excellent 3 habits to make yourself a better consultant How to sow seeds in a recession Now tell me what you really think Uselessly vague prospecting Are you an empathic authority? Reboot your network Here are the reasons clients don’t want your consulting … Jumping in too early. Avoiding the gravitational pull of black hole communication Part II The single most important thing to do Living with extremely high-drive individuals Consultancy is just a means to an end What’s really going on What does good look like? Before and after Superconnect by Richard Koch & Greg Lockwood One free app – 7 questions – personal status update Leave something for the client to say 3 reasons ‘ghosting’ happens after you’ve sent a consulting proposal Is “attraction marketing” the best way to find new clients? Avoiding the gravitational pull of black hole communication 4 rules for reaching out to executives 7 ideas for improving your sales performance Message management My Weekly Review Who do you want to meet? The sky is falling! Food for thought (or at least to drink) Staying sane in the mad world of sales prospecting 4 things to do to improve next year’s sales They’re just not that into you How do you start a sales sprint? Package your message like a zombie attack consultancy Stretching sales performance targets How to do a rough-cut sales analysis Why inequality is good for sales Patterns, distinctions, and demonstrating authority Before you send that email – a quick checklist How prospects view offers and value Business development snippets (for reflection) 5 ways to avoid the feast or famine cycle Seal the deal – a lesson in mental toughness What’s happening when a deal stalls? What is it you do? How counting to six improves your prospects Are your prospects dawdling? How do clients know you’re any good? Selling as a team sport … it’s not what you think Schedule business development time Mirror, mirror on the wall … Practice as a powerful tool for sales success What’s the difference between understanding and empathy? Build Your Dream Network by J. Kelly Hoey Which are the best books on selling consultancy? The relationship frame and business development hokum How to alienate prospects The secret of the puppy dog sale Going against gravity Are you interesting, or interested? The power of simple listening Are you doing value-subtraction? How many £20/hour tasks are you doing? Can this executive buy? It’s worth paying attention to attention Are you problem solving, or creating? How do I talk to top executives? (aka the C-suite) That resistance you feel Stop selling the process Have the courage to say no. 4 ways to quickly add value 3 common mistakes in first meetings Let’s meet and catch up 10 decisions clients make before buying consultancy Mentoring or Coaching 10 tips for tenacious follow up on emails Sorry I dozed off reading your email Lessons from editing prospecting emails Confidence tricks How to enthuse clients about your consultancy offer … more How to enthuse clients about your consultancy offer Top of mind consultants Painting by numbers isn’t art It was 20 years ago today … 4 signs a prospect relationship is going nowhere Meetings with senior level decision makers Why revenue and profit are rubbish metrics Do it right Be selective. Be directive. First Seven Jobs Getting it How permissive are your clients? Leave things behind Step out of the content Why objection handing doesn’t work. And what to do about it. Are you helping your client look good? What wine & zombies teach us about using ‘cred-decks’ to sell 13 provocations for consultants who sell Impact prospects with thinking sessions 10 questions to encourage clients to speak The myth of average What works. A lesson from business legend David Ogilvy How to improve the odds of reaching prospects by email The single page quarterly sales focus The simple exercise that dramatically improves sales The devil in the detail The power of nothing A brief review that turns failures on their head 4 steps that dramatically increase results from meetings Someone speaks and nobody listens … is that communication. How predictable is your performance? The biggest mistake groups make at strategy workshops Personal impact Selling is a game What to do when a deal stalls. Stop being a process junkie and become a client issue expert Erasing the discomfort of feast or famine in consultancy The sound of silence Are your executive conversations compelling or commonplace? Hello persuasion … meet resistance The perils of consultant speak and how it kills sales How do you create desire for your consultancy? How consultants blow initial prospect meetings Will these 9 unusual questions to help you qualify and close? How to get amazing email responses – lessons for consultants Consultants: Are you working in a proposal factory? Permission to fail Are you a fact addict? Qualification is the secret sauce Sales prevention methods and techniques Sloping shoulders and Teflon underpants Five things you can do today to overcome buying inertia Four fears that stop clients buying consultancy projects Work is difficulty and drama. Empathy before problem solving Steal this idea. How you can get good at working with others. Minimum viable product and the creative sale Flight from Shadow When should you not use your expert mind? Meetings don’t need to be toxic Beat the FUD factor and reposition to win the complex sale What Big Blue taught me about fear, uncertainty and doubt How outcome framing put a mega-project back on track Here’s a different approach to client intimacy How to make hard choices 3 simple tweaks to improve your initial meetings Before and After What are you talking about? Are your frustrated by crazy busy clients? Are you really listening?