Words
The Sunday Dispatches archive...
3 simple tweaks to improve your initial meetings
A big frustration consultants have is with seemingly eager prospects who never actually commit to a project. The ugly truth is that many of these consultant's sales meetings are a 'grey zone' of business boredom. Even the best ones end up as 'interesting conversations'
Before and After
Before and after photo shots are used to sell a lot of weight loss and exercise programmes. Why? Because they quickly grab attention and pull the prospects mind into the gap - they contrast the pain they feel with the gain they want. The prospect gets pulled into the story … Using
What are you talking about?
If consultants talk about projects and influence … and salesmen talk about deals and persuasion … when leaders talk about results and commitment. What are you talking about?
Are your frustrated by crazy busy clients?
You want to enable your client to get the outcome they said they want. But their behaviour doesn’t seem to match their words. Clients who: * Ask to reschedule meetings at the last minute, or are consistently late. * Don’t show up and then make a lame excuse. * Take more
Are you really listening?
From A Thousand Waves by David K Reynolds "What do you do?" he asked. “I listen; I teach,” was the reply. “You listen? What kind of work is that?” “Just listening.” “People pay you to listen?” “Don’t you think listening is worth something?” “Well, I never thought