The Brief
Personal impact
So, a final thought for 2015. How clear is it for you ... what you must do ... to create the future you want?
Notes
My thoughts, works, and stories
The Brief
Selling is a game
Have you noticed how a label begets behaviours? Children get labelled naughty. Adults difficult. Dogs dangerous.
And because humans have
The Brief
What to do when a deal stalls.
This week a mentoring client has a deal that’s stalled. The prospect put them off until the new year.
The Brief
Stop being a process junkie and become a client issue expert
Consultants love to talk about their unique process, even when it’s not that unique.
When asked, clients will generally
The Brief
Erasing the discomfort of feast or famine in consultancy
What kind of a week did you have this week? Were you nose down working flat out on service delivery?
The Brief
The sound of silence
You know how it is. You’ve figured out how to do the job and written a great proposal. Under
The Brief
Are your executive conversations compelling or commonplace?
Walking into a C-Level executive’s office to sell consultancy takes two things, competence and confidence.
Nearly all the consultants
The Brief
Hello persuasion ... meet resistance
As a group facilitator there’s plenty of opportunity to watch people trying to persuade others. You quickly notice patterns
The Brief
The perils of consultant speak and how it kills sales
Consultant speak. We all do it. Some more than others.
Defining projects as nominalisations … business transformation … blue sky thinking
or
The Brief
How do you create desire for your consultancy?
Did you know that just before signing the Cuba trade embargo President John F. Kennedy pocketed 1200 H.Upmann cigars?
The Brief
How consultants blow initial prospect meetings
You know those interesting conversations with prospects that end up going nowhere? Did you ever wonder what that's
The Brief
Will these 9 unusual questions to help you qualify and close?
In my post about fact addiction I mentioned that to sell consultancy effectively you must go beyond facts and get
The Brief
How to get amazing email responses - lessons for consultants
This week a client told me about their tremendous 80% take up rate. This was for an email they'
The Brief
Consultants: Are you working in a proposal factory?
It's easy to become a proposal factory when you sell consultancy.
And Invitation to Tenders (ITT) and Requests
The Brief
Permission to fail
There’s a thing about failure in the air. Jerry Colonna just released a Podcast “Fail with Honour”. Seth Godin
The Brief
Are you a fact addict?
To sell consultancy you must influence how clients think, feel and act.
In his brilliant book, Change or Die, Alan
The Brief
Qualification is the secret sauce
A prospective client and I were talked about doubling sales without taking more time. They were sceptical until I told
The Brief
Sales prevention methods and techniques
Let's face it, you want clients to call asking for help. The idea of attracting new clients without