The Brief
It's worth paying attention to attention
Pay attention while you listen. Framing, paraphrasing, analysing, summarising. Those all come later. Attention first.
Pay attention while you speak.
Words
The Brief
Are you problem solving, or creating?
I wrote the Consultant's Handbook 10 years ago in support of the Consulting Skills Workshop I taught for
The Brief
How do I talk to top executives? (aka the C-suite)
You’re more likely to get access to these busy executives via a politically savvy mid-level manager (aka The Fox)
The Brief
That resistance you feel
Reaching out to new prospects. That resistance you feel. It’s something you can sort out.
You’re far more
The Brief
Stop selling the process
Decision makers don't want to know about your consulting process. Seriously, it doesn’t matter how unique it
The Brief
Have the courage to say no.
When the work isn’t a good fit, or the client relationship seems awkward, or they won’t agree to
The Brief
4 ways to quickly add value
This article by Mark Lindwall over at Forrester Research highlights how 80% of meetings with sellers fail to meet executive
The Brief
3 common mistakes in first meetings
Which of these have you been guilty of?
1. Pitching services. This is the biggest complaint I hear from corporate
The Brief
Let's meet and catch up
It’s obvious, isn’t it. The purpose of the important meeting. We’re meeting to … to what precisely?
In
The Brief
10 decisions clients make before buying consultancy
Here's a list of different sales conversations you'll want to master, so you can guide client
The Brief
Mentoring or Coaching
Mentoring
Mentors apply their expertise to real-time situations their clients face. They talk things through with clients and interventions are
The Brief
10 tips for tenacious follow up on emails
(Part 3 of 3)
This is the final article in the editing consultant’s prospecting emails series.
Part 1 introduced
The Brief
Sorry I dozed off reading your email
(Part 2 of 3)
This is the second article in the editing consultant’s prospecting emails series.
The first article
The Brief
Lessons from editing prospecting emails
(Part 1 of 3)
I get to see, critique, and edit a lot of outreach emails written by consultants.
I
The Brief
Confidence tricks
If you sell consultancy you’ll appreciate how your confidence levels shift, depending on your current success.
That’s a
The Brief
How to enthuse clients about your consultancy offer ... more
Last week I wrote about enthusing clients about your consultancy offer. A couple of people ask for more details. Here’
The Brief
How to enthuse clients about your consultancy offer
Decision Makers don’t get enthused over what you do. That’s not how it works. They buy your consultancy
The Brief
Top of mind consultants
Nowadays our contacts are crazy busy. They have massive pressures on their time and energy. They’re dealing with unclear