The Brief
Painting by numbers isn’t art
Some trainers make it out to be so simple, like ‘painting by numbers’. Stay within the lines, use the right
Words
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It was 20 years ago today ...
20 things I’ve learnt since incorporating 20 years ago.
It's 20 years since I signed up at
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4 signs a prospect relationship is going nowhere
Last week I wrote that senior level decision makers want and value long-term partnerships. They find transactional selling off-putting and
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Meetings with senior level decision makers
Your consultancy has great credentials. You don’t find it difficult to get meetings per se. However, when you analyse
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Why revenue and profit are rubbish metrics
Do the right things well
The outcome most consultants want from business development mentoring is increased revenue and profit. So,
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Do it right
I am constantly amazed how many consultants still go into client meetings and ‘wing it’. Even when they are seeing
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Be selective. Be directive.
Expert consultants often give clients too much information at the pre-sales stage. This can result in overwhelm and procrastination, because
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First Seven Jobs
I’m following the Twitter meme #firstsevenjobs. I started working at 12 years old, so I thought it might be
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Getting it
As consultants, we sometimes have prospects who just don’t ‘get it’. They struggle to see, or believe, the benefits
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How permissive are your clients?
Gaining permission is the first step to getting clients talking openly about project value and decision making.
Permission is the
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Leave things behind
As the renovation of our Victorian house continues I've noticed is that my builder leaves things behind. A
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Step out of the content
Experts have deep knowledge about a specific subject. Their expertise may be in digital security, business administration, human resources, public
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Why objection handing doesn't work. And what to do about it.
Objections arise when the client puts up some sort of barrier to whatever it is you're proposing.
The
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Are you helping your client look good?
All clients want to look good. Nobody says it openly, but ultimately that's the driving ROI for lots
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What wine & zombies teach us about using 'cred-decks' to sell
Prospects might ask you for your ‘cred-deck’. They want to see what you’ve done and who you work with.
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13 provocations for consultants who sell
I'm always capturing ideas my mentoring clients can benefit from. This list is just 'snippets' from
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Impact prospects with thinking sessions
You work hard to get a slot in a prospects schedule. What you do in that initial meeting is vitally
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10 questions to encourage clients to speak
Listen so that others speak. Speak so others listen. That seems so simple doesn't it? But in reality