Words
I've seen people try to sell ...
I've seen people try to sell ... with no effort to paint a picture ... of a brighter future ... as a result of their contribution. Visioning and storytelling ... aren't just for workshops ... use them to signpost success ... and inspire clients to action.
1 Habit Top Consultants Have That You Can Copy ...
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
How to lose a £100K project.
Ignoring personal motivation. That's how I lost a £100K project. If you want to win bigger, better projects don't forget about your client's buying motivation. If you do you'll kill trust. They'll think you're more interested in your
How I lost a £100K project.
Ignoring personal motivation. That's how I lost a £100K project. If you want to win bigger, better projects don't forget about your client's buying motivation. If you do you'll kill trust. They'll think you're more interested in your
An Easy Framework For Selling Based on Outcomes.
An Easy Framework For Selling Based on Outcomes. I have been an advocate for outcome-based selling for years now. Here's how it started 👇 It started after I'd read the Alan Weiss book Value Based Fees. This book highlights the difference between project deliverables and client outcomes.
The problem is ... clients don't care.
Every consultant I know loves their methodology. They can riff on it for hours. Problem is ... clients don't care. So, learn to love those big issues clients have ... and ask about their desired results. Focus conversations on this and clients will appreciate you ... and you'll win
3 questions to close your consulting year.
Some quick-fire which questions to finish the year. So here we go: 1. Which thing (about your consulting) did you improve this year? 2. Which client experience was your most memorable? 3. Which result are you most proud of?
High-value, low-volume prospecting.
Consulting is a relationship business. Especially if you're going after bigger projects. Which can mean a smaller number of deals a year. So, I'm curious why ... under those conditions ... we still resort to high-volume marketing. Your thoughts on other options ... 👇
Consulting is a relationship business.
Consulting is a relationship business. Especially if you're going after bigger projects. Which can mean a smaller number of deals a year. So, I'm curious why ... under those conditions ... we still resort to high-volume marketing. Your thoughts on other options ...
Every consultant I know loves their methodology.
Every consultant I know loves their methodology. They can riff on it for hours. Problem is ... clients don't care. So, learn to love those big issues clients have ... and ask about their desired results. Focus conversations on this and clients will appreciate you ... and you'll win