Easiest way to differentiate yourself?
Easiest way to differentiate yourself? Offer clients a 'wow' experience. How? Reduce time spent on internal stuff and nonsense. Invest time designing exceptional client meetings.
On recruiting top 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?
Listening is perhaps the most important thing in sales.
Listening is perhaps the most important thing in sales. Unfortunately, when I first got interested in listening, I had a hard time figuring out where to start. If you want to be a better listener, here are some great resources (links in comments): Read This Book: TalkWorks by Andrew Bailey
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
3 habits for game changing influence.
3 habits for game changing influence: - Know your outcome (always) - Step into the others shoes (always) - Master silent pauses (economically) Practice these until they're in the muscle.
How to boost your consulting career.
How to boost your consulting career. 3 growth blockers many firms experience: -- Not enough leads -- Not paid enough for value contributed -- Not finding ways to scale beyond resourcing Unstick any one of these for your boss ... your reputation and career will skyrocket 🚀
Sales theory is all well and good.
Sales theory is all well and good. But this is more fun and productive ... Step 1: Identify a high-value, high-payoff client development activity. eg. You want better sales meetings, so experiment with: -- Building rapport and trust. -- Talking while sketching out a 2x2 framework. -- Asking provocative questions (with precision)
What consultants forget to use in sales situations.
Consulting skills. Which is, of course, the best sales approach ever. So, stop pitching like a sales representative and start acting more like the expert advisor you want to become.
Want to win more consulting business?
Want to win more consulting business? Develop these traits: -- Ambition -- Tenacious drive -- Relationship mindset -- Persuasive communication And avoid these: -- Not creatively curious -- Tactical thinking -- Disorganised -- Reactive Where are you today?
Most people can easily tell you what they don't want in a situation.
Most people can easily tell you what they don't want in a situation – that's negative outcome framing. But when it comes down to saying what they do want – positive outcome framing – they aren't always so forthcoming. I was at a client meeting, where the