Words
How's your pipeline?
☀️ It's summer. And for consultants who sell Month 2 of Quarter 2. How's your pipeline? Here are 4 tips to take it up a gear ... 1/ Find something worth saying to a client who is struggling right now. That means caring about THEIR business problems and
You decline to answer.
When some people's names come up on a client's phone ... they decline to answer. What are you doing differently tot ensure clients want to take your call?
To win high-value projects you need influence.
To win high-value projects you need influence. But many people mess it up. Because they aren't happy to ... take the initiative ... influence client buying decisions ... Instead, they step back and ... let things take their course. And that's where most sales are lost.
How to improve your time investment?
This mini-mission comes from my performance coaching work with corporate executives. These clients wanted to improve and accelerate their performance. I didn't create the mini-mission and am not sure who did. If you are reading this and know who I should attribute to to please let me know.
Here are 4 tips to take it up a gear.
Here are 4 tips to take it up a gear ... 1/ Find something worth saying to a client who is struggling right now. That means caring about their business problems and missed opportunities. Bring some fresh insights about what's important to their success. Make sure it's
Create an exceptional client experience.
It's easy to create an exceptional client experience. Ask yourself what the other person values most. Then build your engagement around the answer.
Before solving.
Before solving people's most critical issues make sure you understand the results they want.
The fear of stretch goals
Many consultants fear setting stretch goals. They worry they'll fail or overcommit. Here’s how you can do it and succeed. #1 Inspire yourself. Ambitious targets push you. They inspire greater effort and creativity. So, don't settle for easy wins. Set yourself up to achieve more
Stop asking dumb 'consultant questions' - Provide some leadership
Value creation with insight and a point-of-view “Winning sales” isn’t a useful mindset for client advisors. Offering insight, using your consulting skills, is a more congruent approach. My friend Stuart talks about educating people so they can buy. That’s the way I like to think about this too.
10 questions to ask yourself when evaluating a consulting deal.
10 questions to ask yourself when evaluating a consulting deal. 1/ Has the client acknowledged your experience and expertise? 2/ How clear is the issue the client wants to resolve and what success looks like? 3/ Have you offered convincing case studies showing similar results? 4/ How will funding for