LI-2023
LinkedIn Posts Jan-Dec 2023.
Culture and systems.
Firms spend gazillions on training for 'consultative selling'. Yet have a culture and systems that don't support that mindset shift. Something to think about.
To win high-value projects you need influence.
To win high-value projects you need influence. But many people mess it up. Because they aren't happy to ... take the initiative ... influence client buying decisions ... Instead, they step back and ... let things take their course. And that's where most sales are lost.
#1 new business strategy.
Hunting NEW business? Here's your #1 strategy. Deliberately seek out and connect with ... named executives ... in businesses ... that are similar to ... your most productive accounts.
A prescription to improve conversations.
A prescription to improve conversations. Listen well. Summarise what people say. Let them know you heard and understood THEM. Then reflect back your thoughts on what THEY said. Try it. You'll stand out.
The Ghostbusters test.
How well-known are you? For what you want to be known for. Try the Ghostbusters test. A client wants advice in your arena. Who they gonna call?
Can I get some Valium?
Can I get some Valium? “Sure no problem.” Imagine a teenager goes to their Doctor and asks for Valium, they say they need the pills for sleeping. They look tired, the GP is busy. They write a script for Diazepam. The teenager leaves. How happy would you be if you
The easiest way to stand out.
Easiest way to differentiate yourself? Offer clients a 'wow' experience. How? Reduce time spent on internal stuff and nonsense. Invest time designing exceptional client meetings.
The worst feeling for consultants is stagnation.
The worst feeling for consultants is stagnation. Especially if you're ambitious. Some symptoms: - Company sets mediocre goals - Client pressures - Competitive games - Stalled initiatives - Disengaged stakeholders - Daily grind - Tick box annual appraisals These would be my worst nightmare. Instead, build a personal
Sales aversion syndrome.
If you're putting other work first, ask yourself: - Do I have sales aversion syndrome? - Why did I make this opportunity a lower priority? - How happy will I be if I lose this deal? And you may decide a change is needed."
Three signals I'm not listening to my client.
Three signals I'm not listening to my client ... 1/ I feel distracted. 2/ I start thinking about what I'm going to say. 3/ I interrupt the client's flow with thoughts with my own. This lets me know when I'm not giving someone