LI-2022
LinkedIn Posts Jan-Dec 2022.
Getting business meetings in a recession.
Getting business meetings in a recession. Executives are always 'sick and tired' of something. Your job, turn that frustration into an imperative. How do you do that? 1/ Figure out what the 'sick and tired' is. Understand its impact on the executive. That might be financial,
7-day sales experiment
Instructions Sales theory is all well and good. But this is more fun and productive ... 1/ Identify a high-value, high payoff client development activity. eg. You want a better sales meetings, so experiment with: + Building rapport and trust. + Talking while sketching out a 2x2 framework. + Asking provocative questions (with precision)
Hunting NEW business for your consultancy?
Hunting NEW business for your consultancy? You could do a whole load of desk analysis. Or just cut to the chase ... For rapid results here's my #1 strategy: Deliberately connect with named executives ... in organisations that have a similar profile to ... the most productive of your key accounts.
Top performers set unreasonable expectations.
Top performers set unreasonable expectations. For themselves. And others. That’s a good thing because ... I've seen unreasonable expectations lead to: - Visionary goals that became reality. - Higher standards and levels of performance. - Working on what's possible, not what's predictable. - Expensive,
How to introduce case studies into a conversation.
How to introduce case studies into a conversation ... in just a minute ... without boring the pants off your prospect. 1/ Request permission to share your story. 2/ Explain the reason your previous client needed help. 3/ Add the result they achieved because of it. 4/ And the impact of that
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.
Ask a precise question ... then shut up.
Ask a precise question ... then shut up. Clients want to talk ... don't get in their way. STOP INTERRUPTING.
Words matter.
Words matter. Solution partners are not ‘vendors’. Customers aren’t ‘punters’.