Words
The Sunday Dispatches archive...
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
Influence.
Some of the smartest consultants I know have built enormous influence through their focus on community - clients, partners, and associates. 🤝
How to get to the top of the influence game.
How to get to the top of the influence game. Micro-habits for 2023. Even if you're super-busy you can still practice... ⦿ Capturing great questions ⦿ Networking on purpose ⦿ Listening before speaking ⦿ Building idea whiteboards ⦿ Asking for feedback ⦿ Commenting on more posts! If you want to gain more
I've seen people try to sell ...
I've seen people try to sell ... with no effort to paint a picture ... of a brighter future ... as a result of their contribution. Visioning and storytelling ... aren't just for workshops ... use them to signpost success ... and inspire clients to action.
1 Habit Top Consultants Have That You Can Copy ...
1 Habit Top Consultants Have That You Can Copy ... And Immediately Improve Sales Performance Most successful consultants share the same handful of things in common: - They are experts in their field and recognised as such. - They have, and offer, a different and useful perspective. - They love working with other people
How to lose a £100K project.
Ignoring personal motivation. That's how I lost a £100K project. If you want to win bigger, better projects don't forget about your client's buying motivation. If you do you'll kill trust. They'll think you're more interested in your
How I lost a £100K project.
Ignoring personal motivation. That's how I lost a £100K project. If you want to win bigger, better projects don't forget about your client's buying motivation. If you do you'll kill trust. They'll think you're more interested in your
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
The problem is ... clients don't care.
Every consultant I know loves their methodology. They can riff on it for hours. Problem is ... clients don't care. So, learn to love those big issues clients have ... and ask about their desired results. Focus conversations on this and clients will appreciate you ... and you'll win