6 Signs Your Prospects Have 'Skin in the Game' During a Consultative Sale.
6 Signs Your Prospects Have 'Skin in the Game' During a Consultative Sale. Some prospects are just browsing. But others? They’re fully invested, with How do you know which ones are worth your time? Look for these signs: 1. Investing Time and Resources ↳ Willing to schedule multiple
Clients come to you with an issue and it's tempting to jump right to a solution.
Clients come to you with an issue and it's tempting to jump right to a solution. Don't ... Instead, take a moment to dig deeper. Ask questions to: ⇥ Uncover what’s really going on. ⇥ Explore the bigger picture. ⇥ Clarify the result they want. ⇥ Understand the business value.
With expert guidance sales doesn’t have to be a challenge for consultants.
Partnering with a sales coach can help you: → refine your approach → unlock your potential → win project opportunities → achieve measurable growth How it works: 1. Real-Time, Practical Advice: ↳ Specific to your opportunities ↳ Guidance to generate leads and navigate sales This make progress faster and avoids mistakes. 2. Relevant Expertise & Experiences:
Sales trainers will teach you techniques to handle customer concerns.T
Sales trainers will teach you techniques to handle customer concerns. This might work well for the characters in episodes of the 1950s based Mad Men. But trusted advisor consultants shouldn’t choose this option. Think about it. If you try to prove the client’s thinking is in some way
The Accountability Advantage:
The Accountability Advantage: How High Achievers Stay on Top What the Marshall Goldsmith says in the book What Got You Here Won't Get You There: Lasting goal achievement requires lots of time, hard work, personal sacrifice, ongoing effort, and dedication to a process that is maintained over years.
What This High Achiever Does To Improve
What This High Achiever Does To Improve Their Performance. Continuous Improvement Through Rethinking. What the Adam Grant says in the book Think Again: Our convictions can lock us in prisons of our own making. The solution is not to decelerate our thinking – it’s to accelerate our rethinking. Rethinking challenges
Why High Achievers Almost Always Plan Contingencies.
Why High Achievers Almost Always Plan Contingencies — Aiming for the Best, Preparing for the Worst Calculated Risk-Taking with Strategic Foresight What the expert says: — Nassim Nicholas Taleb, The Black Swan Top performers recognize that randomness plays a significant role in both success and failure. --- What that means in practice:
Ideas are a dime a dozen.
Ideas are a dime a dozen. To make them happen ... you must ↳ Set aside time ↳ Implement the insight ↳ Focus on the result your want Or you can ... stay comfortable instead ↳ Avoid making the changes ↳ Stick with old routines ↳ Avoid any risks It's your choice.
People often ask me the difference between consultants and sales pros.
People often ask me the difference between consultants and sales pros. Having worked extensively with both, here’s my take… Professional Selling is essential for any business to grow. The best sales professionals act like consultants, using consultative selling practices. They can open doors and build lasting relationships with clients.
The Lazy Seller - something to cheer up your Monday.
The Lazy Seller - something to cheer up your Monday. Ever feel like your workday isn’t long enough? Want to stretch out deals past year-end? You’re in luck! Here’s the ultimate guide on how to waste sales time at work by not qualifying prospects. I call it