Words
Not sure how to develop an interesting point of view?
Not sure how to develop an interesting point of view? Here's a useful 5-step method for you: 1/ Identify a client-worthy issue. 2/ Research and gather data. 3/ Develop a compelling case story. 4/ Anticipate objections, so you respond respectfully. 5/ Prepare to present your idea with bold,
Early steps to proactive business development.
Early steps to proactive business development. #1: Find big, urgent, expensive issues. #2: Make sure clients want these fixed.
Three undervalued thinking skills.
Three undervalued thinking skills consultants need to use more deliberately during pre-sales situations. 1/ Putting a project's outcomes in the context of the client's business strategy and goals 2/ Surfacing a project's implementation opportunities, risks, and resourcing needs. 3/ Checking and uncovering interdependencies and
Applying Harry Potter 'reverse engineering' to your meetings.
I was listening to a Podcast earlier this week. An idea came up from one of the speakers. They explained how they reverse engineered the entire first Harry Potter movie. They went through it scene by scene and wrote down: • The setting • The dialogue • The “plot” action It took them
A single habit top consultants have that you can copy easily.
1 Habit Top Consultants Have That You Can Copy ... And Immediately Improve Sales Performance Most successful consultants share the same handful of things in common: They are experts in their field and recognised as such. They have, and offer, a different and useful perspective. They love working with other people
Any consultant can differentiate themselves in the client's eyes.
Any consultant can differentiate themselves in the client's eyes. It's easy. First, learn more about the client's priorities, needs, and goals. Second, show you understand these better than anyone else. That's different.
Make sure your clients see and appreciate the value created by your work together.
Make sure your clients see and appreciate the value created by your work together. 3 ways to do this ... --- Conduct a value analysis workshop. --- Present a joint case study webinar --- Invite them to a client roundtable event The client's perception of your value is their
A pattern you'll notice in successful consultants.
A pattern you'll notice in successful consultants. They all take time every day to do some form of client nurturing. No excuses, proper connection, they prioritise time to work on their network.
10 time saving tips for consultants with sales responsibilities 🔥
10 time saving tips for consultants with sales responsibilities 🔥 Maximising your limited sales time is important. We both know it. Here's how you do it ... ___ I'm Clive Griffiths 🐕🦺 Click my name + follow + 🔔
Why using consulting tools pre-sales is a winner.
It surprises me how few consultants apply everyday consulting tools in pre-sales situations. For example, a consultant could use Force Field Analysis to help clients decide. Here’s how: 1. Figure out what change the client wants to make, such as implementing a new system. 2. Find the drivers pushing