LI-2023
LinkedIn Posts Jan-Dec 2023.
Sales performance ... they make it sound so easy.
Sales performance ... they make it sound so easy. But it's not ... for example, take some of the bog-standard sales advice you'll hear for expertise-based services: -- Relationship first. -- Lead with insight. -- Leverage emotions. -- Position as a peer. It's in all the
The single easiest way to improve your communication skills.
The single easiest way to improve your communication skills. Listen, then summarise what the person speaking said to you. Play back what you understood from that and will do as a result.
Is your mind conditioned to ask questions?
Is your mind conditioned to ask questions? To challenge? To inquire? To delve? Or do you accept content without questioning it? Nod mentally. “Attaboy” likes. Passively trot on. What if you paused and confronted that junko-thinking? Subversive, scary, smart. Right?
Here are the only 4 things you need to start a new business conversation.
Here are the only 4 things you need to start a new business conversation: -- A provocative point-of-view. -- Great set of questions. -- Exceptional listening. -- Critical thinking skills. And if you're a consultant reading this, you already have these. How to get started ... trust yourself, be
Something to remember when you are coaching ambitious people.They want productive conversations ... ...
Something to remember when you are coaching ambitious people. They want productive conversations ... not mental stimulation.
Missing out on great projects?
Missing out on great projects? Here are some sales mistakes consultants make: - pushing their own agenda. - offering solutions, before qualifying. - explaining value-add poorly. - avoiding risk discussions. This is the problem: You don’t win the most interesting work unless you engage, influence and sell.
All our clients have issues they want to resolve.
All our clients have issues they want to resolve. And it's up to us as consultants to lead the conversations about those issues. That was the context for the 2-minute consultant briefing I sent to my email list on Sunday. It offered 7 useful prompts to help with
Dirty secrets about meeting with the C-suite.
Gurus talk about the importance of meeting with C-suite decision-makers. But there are also some dirty little secrets they don't mention! If you're a consultant here are 3 insights/lessons you may find useful ... Lesson 1: You'll be told you need to understand the
Are your potential clients struggling to reach a buying decision?
Are your potential clients struggling to reach a buying decision? Use a contrast conversation to highlight what they'll get by working with you on the project. Step by step, here's how to do it ... 1/ Highlight the contrast between the current “problem state” and a future
Want to increase your chances of achieving your goals next week?Do this.
Want to increase your chances of achieving your goals next week? Do this... Write them down, track your progress, and share updates with an accountability partner.