Recently I was asked about uncovering blind spots with feedback.
Recently I was asked about uncovering blind spots with feedback. Here’s the summary of what I said: For useful feedback. Do: — Ask about situations — Listen and echo back — Clarify if needed — Stay in listening mode Don’t: — Expect praise — Be defensive — Talk back — Forget to say ‘thank you’ Candid
Don’t listen to this 1980s sage advice.
Don’t listen to this 1980s sage advice. “Ask your clients what keeps them awake at night.” Why? Because it’s trite. And they’re not in the business of educating you - and the other 100 vendors who ask the same question. What to do instead. Raise issues and
The biggest waste of time in business development …
The biggest waste of time in business development … is the sale you pursue that ends in no deal.
How to differentiate from competitors when selling?
Asked this question recently: How do I differentiate myself from competitors when selling? This is what I said: Instead of focusing on how your services are different, why not concentrate on how well they fit with what the client is comfortable with and trusts. That provoked a great conversation. What
5 Types of Thinking I've Noticed as a Coach.
5 Types of Thinking I've Noticed as a Coach Content: Content: The daily details and minutiae of life (a.k.a. the "shit of life"). People: A subset of content, usually focused on issues. Conceptual: Using ideas and frameworks for understanding. Process: The ‘how to'
Mindset is the key to higher performance.
People agree mindset is THE key to higher performance. Yet, most do nothing to transform the way they think. Those who do achieve remarkable results like these: - The average producer who tripled their sales performance to become the company's top contributor... it’s possible within a year.
The key to personal effectiveness.
The key to personal effectiveness. This gem was my introduction to personal productivity improvements. Time Manager International (TMI). Plastic ring binders for the lower downs, leather for the higher ups. Define your goals, key results areas, tasks and activities. Daily, weekly, monthly, and annual plans. This stuff works! And 30
Selling can be fun.
Help clients understand: 1/ An expensive issue. 2/ Profitability impact. 3/ Big result from action. 4/ What needs to be done. 3/ Your contribution value. You just need to understand how the process works and be prepared to take the lead.
What if you were that rare beast... the solver of super expensive problems.
What if you were that rare beast … … the solver of super expensive problems. You’d have a different perspective on sales. You see, rare beasts solving super expensive problems become the buyer, not the seller. They have to be 1/ Convinced the deal is worthy of their attention? 2/ Convinced
What strategies did you use to win big name clients?
Asked this question recently: What strategies did you use to win big name clients? My answer: -- Highly personalised outreach. -- Leverage from contacts. -- Highly engaged support team. Your milage may vary, but this is where I would start everytime.