5 uncomfortable sales truths most consultants spend their careers avoiding.
5 uncomfortable sales truths most consultants spend their careers avoiding: 1/ Rejection is part of the sales process, it's not a personal failure. I remember presenting a case study of our work with a client. Unfortunately my prospect thought this particular client's achievements were ineffective and
What did each of the consultants do this week to grow the business?
What did each of the consultants do this week to grow the business? That's what I ask ambitious owners when we get started. They usually don't know. But, over time, they develop accurate, data-based reporting 😱. Working together we make sure: — They establish predictive key results
The two big coaching for change ‘tricks’ nobody told you about … until now.
The two big coaching for change ‘tricks’ nobody told you about … until now. These have nothing to do with GROW or GROAN as I prefer to call coaching techniques. Are you curious now? I’ll cut to the chase. The first is the Hawthorne effect. This is where people change
My actual 6-step process to develop new skills.
I was asked how I develop new skills. This is my actual 6-step process: Step 1: Define my end game. Step 2: Research, then find a role model. Step 3: Define a set of micro-behaviours. Step 4: Practice the micro-behaviours. Step 5: Evaluate how you improved your
The Biggest mistake I made as a beginner in consultative sales.
The Biggest mistake I made as a beginner in consultative sales. Too much focus on our services. Starting with a sales pitch is a poor strategy for converting leads. Instead, engage clients by: -- Opening with a point of view; -- Asking precise questions; -- Listening attentively. When you focus on the client&
Coaching advantages.
Coaching advantages: -- You are clear about your goals. -- You develop a “partnership” mindset. -- You know your business impact / value. -- You invest time and effort, not just money. -- You appreciate and act on candid feedback. -- You create remarkable experiences for clients. -- You educate clients about unconsidered needs. -- You also obsess about
Motivation.
I was reminded today just how important it is for anyone involved in business growth to keep their motivation up. One way to do this is a personal weekly accountability session. This works best when individuals come up with their own set of questions for reflection. Then, they share these
How I managed to 4X my sales performance in 2 years.
How I managed to 4X my sales performance in 2 years: (I'll tell you this in 2 minutes) Step 1: Precise outcomes Here a 3 quick tips to help you master this step: — Know what you want to achieve in any situation — Find out what clients want and
4 ways to fail as a leader looking for revenue growth.
4 ways to fail as a leader looking for revenue growth. And some ideas on what to do instead: Don't: - Set unrealistic goals - Micromanage activity - Ignore team feedback - Forget to recognise success Do: - Make your purpose clear - Set clear expectations, standards, and metrics - Personalise messages - Have regular updates
20 good reasons to NOT invest in sales coaching.
20 good reasons to NOT invest in sales coaching: 1. You won’t make selling a priority over delivery and other comfort zones. 2. You don’t recognise that you’re the barrier to sales success (currently). 3. You think selling is all about persuading clients to buy. 💪 4. You