Words
The Sunday Dispatches archive...
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 willing to
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
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
Clients always have issues.
Clients always have issues, whether they're problems to solve or opportunities to capture. You may need to raise these issues with the client ... or they may bring them up themselves. The first step is to have an initial discussion about the issue. You'll want to lead
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.
For many consultants mastering sales conversations seems daunting.
For many consultants mastering sales conversations seems daunting. And it can seem messy at first ... until you get familiar with the mindset, process, and skills. It may even surprise you how similar these skills are to those you use in your consultancy work. As you practice, make sure to keep