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The Sunday Dispatches archive...
An Easy Framework For Selling Based on Outcomes.
An Easy Framework For Selling Based on Outcomes. I have been an advocate for outcome-based selling for years now. Here's how it started 👇 It started after I'd read the Alan Weiss book Value Based Fees. This book highlights the difference between project deliverables and client
3 habits for game changing influence.
3 habits for game changing influence: - Know your outcome (always) - Step into the others shoes (always) - Master silent pauses (economically) Practice these until they're in the muscle.
How to boost your consulting career.
How to boost your consulting career. 3 growth blockers many firms experience: -- Not enough leads -- Not paid enough for value contributed -- Not finding ways to scale beyond resourcing Unstick any one of these for your boss ... your reputation and career will skyrocket 🚀
Sales theory is all well and good.
Sales theory is all well and good. But this is more fun and productive ... Step 1: Identify a high-value, high-payoff client development activity. eg. You want better sales meetings, so experiment with: -- Building rapport and trust. -- Talking while sketching out a 2x2 framework. -- Asking provocative questions (with precision)
What consultants forget to use in sales situations.
Consulting skills. Which is, of course, the best sales approach ever. So, stop pitching like a sales representative and start acting more like the expert advisor you want to become.
Want to win more consulting business?
Want to win more consulting business? Develop these traits: -- Ambition -- Tenacious drive -- Relationship mindset -- Persuasive communication And avoid these: -- Not creatively curious -- Tactical thinking -- Disorganised -- Reactive Where are you today?
Most people can easily tell you what they don't want in a situation.
Most people can easily tell you what they don't want in a situation – that's negative outcome framing. But when it comes down to saying what they do want – positive outcome framing – they aren't always so forthcoming. I was at a client meeting, where the
Many consultants avoid sales for fear of being pushy and upsetting clients.
Many consultants avoid sales for fear of being pushy and upsetting clients. You can sell successfully without compromising your integrity. And beat the fear with these 10 useful tips. Do: -- Believe in what you offer -- Focus on helping clients instead of just making sales -- Be yourself and let your personality
Winning consultancy projects is all about focus.
Winning consultancy projects is all about focus. 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.
As a consultant you want clients to have great meetings.
As a consultant you want clients to have great meetings. That's not easy when there are different ideas and agendas. Here are four tips to help you manage meetings like a pro: 1/ Talk to each person before the meeting to get to know them. 2/ Find out