Words
Why people change.
People don't change (buy) because you give them the facts. They change (buy) because they feel some level of discomfort. Build a Burning Platform to reinforce the need to change. It's a Change Management technique that works in sales ... when used with integrity.
1 Habit All Successful Consultancy Business Developers Have In Common
Most successful consultancy business developers share the same handful of things in common: * They are experts in their field. * They offer clients an objective and independent perspective. * They can present big picture or go into detail, as required. * They have deep understanding of clients issues, needs and wants. * They are
Avoid these 3 mistakes consultants make and win more projects.
Sorry to beak the bad news. Consultancy projects aren't won by "the best". Relationships rule. Executives engage consultants they know, like and trust. Here are three mistakes consultants make, and what you can do about them: Mistake #1: Focusing on 'unique method', to prove
An easy framework for growth with outcome-based conversations
I have been an advocate for outcome-based conversations for years now. This started after I'd read the Alan Weiss book Value Based Fees. This book highlights the difference between project deliverables and client outcomes. That distinction between deliverables and outcomes helped me a lot. At the time I
How to create extraordinary experiences that differentiate
This is how to create extraordinary experiences. The type of experiences that attract the best team members and clients. Ones that make your consultancy stand out. Unfortunately most consultancy owners don’t take time to do this. That’s because they’re often stuck in a busy state of mind
How to improve conversations with clients
Previously I've found myself using too much airtime during conversations. I often felt trapped in broadcast mode and would just keep going. Now I use some simple techniques that make conversations more inclusive. The experience is far better. The level of creative collaboration has skyrocketed. Too many conversations
The most unusual source to learn about winning consultancy sales
Recently I adopted an 11 week old border collie puppy, Harry. Over the next 18-24 months I will develop him for Working Trials competitions. There are no sheep involved. These type of trials were originally based on testing a dogs capability for police work. Now they’re a demanding dog
Helping clients decide
Consultancy leaders interested in revenue growth often think about "winning sales". They want me to teach their team members sales techniques. But I won't ... because these aren't right if they want to become the client's advisor. Instead they must learn to offer
Sixty glorious minutes. One very valuable insight.
A rescheduled meeting gave me some unexpected free time. Instead of moving onto my next task I took in some sunshine. iPhone completely off and two flights of stairs away. No interruption. No agenda. Except to sit and think. A whole hour for insight-ing. When was your last time you
4 questions that will get you more referrals
A while ago I wrote about Dan Sullivan's Referability Habits concept. I love the simplicity of this. You may remember the four habits: 1. Show up on time. 2. Do what you say you will. 3. Finish what you start. 4. Say please and thank you. Dan just