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A single habit top consultants have that you can copy easily.

Clive
— 1 min read

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 on challenging issues.

They listen and ask insightful questions.

They understand value and deliver outcomes.

But, for winning projects I've noticed successful consultants have one habit in common:

Top consultants properly qualify prospects ... including existing clients ... before investing their time in meeting them.

And here's why that's important:

Consultants don't have unlimited time to invest in selling projects. Random conversations that can't move toward a project decision are ...

as one of my top performing clients says ...

"a big ol' waste of time".

Instead, top performing consultants seek out conversations with these three types of executives.

1. The decision maker.
For big projects there may be several stakeholders but always a single 'cheque writer'.

2. The involved executive(s).
These are people with 'an agenda' who can, and will, connect the consultant with the decision maker.

3. The insider coach.
This is someone who wants the consultant to succeed. They help them prepare for meetings and navigate the politics.

What do top consultants do that average consultants don't ... invest in conversations with the right people, focused on the right problems, at the right time.

Copy this strategy and you'll improve the quality of your business network and the number of project opportunities you find.

What is your experience with time wasted through poor opportunity qualification?

The Influence Briefs

Clive

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