“What is it with consultants and business conversations?”

“What is it with consultants and business conversations?” She asks.

I’m at the bar with a VP of a large company.

“How do you mean?” I reply.

“They all ask me the same thing. You know Clive, one of those ‘what’s your problem’ questions. I’m sick of educating these people. It adds no value.”

I roll my eyes in agreement, then look to her to continue.

She does.

“Then they try to take me through some kind of structured persuasion, like that SPIN thing sales people do. It’s like being interviewed by a robot.”

She’s on a roll now. “It’s like they think I just came down out of the trees, or something. Putting me through their process … it’s disrespectful.”

I’m listening. I’ve seen this too many times. I’ve even been guilty of it in the past.

I respond, already knowing what the answer is likely to be.

“But to help you … surely they need to understand your situation and priorities … don’t they?” I ask.

“Of course they do. But there’s something they need to do before that. And most of them don’t do it. That’s why they don’t get my business.”

Now I’m super interested.

She looks at me, willing me to acknowledge what consultants need to do.

I know, but before answering I laugh.

…

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Now, put yourself in the VP's shoes for a moment.

What is it she wants?

How many of your conversations are missing this?

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PS. Want to know what’s missing?
Send me a DM