LinkedIn Posts
My LinkedIn posts Jan 2022 -
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
A Book On Winning Consultancy Projects.
There aren't many books about Winning Consultancy Projects. The Best Book I've read is Mahan Kalsa's. Here's why: And I've read a lot of B2B sales books looking for a gem. But they nearly all miss the mark for consultancy
Recruiting top consulting talent.
On recruiting top consulting talent: “The best people will already be working on something interesting ... We'll need to offer them something even more interesting than that.” I like this. Can't remember who said it, can you?
Stop selling. Start consulting.
Want to win the best projects? Stop selling. Start consulting. That's the idea I've been promoting for years. Why? Because it works. Top sales executives win mega-deals when they use a consultative approach. Yet some consultants do the opposite. They shift into transactional mode when they&