Getting top-table meetings.
An anecdote in Mack Hanan's book Consultative Selling offers a fantastic perspective on getting top-table meetings. Here's the snippet that changed my worldview: We scheduled a proposal meeting with Motorola. A letter was sent to the corporate vice president and director of group operations and services
How to save a ton of time.
How to save a ton of time. Actively identify the right clients and make sure you avoid the wrong ones.
Are you ‘all in’ or ‘half assed’?
Are you ‘all in’ or ‘half assed’? To get to a higher performance level you’ll need to change what your doing. And probably not be content with tiny incremental changes each year. High achievers think bigger and bolder than that. A lot of people like the idea of growth.
Increase your chance of winning projects.
Increase your chance of winning projects by creating exceptional pre-sales experiences. That means investing time in thinking and getting ready. This preparation makes all the difference when you get face-to-face with the client. It's the difference that makes the difference.
Small behavioural changes.
Much easier than implementing grand strategies, small behavioural changes - such as listening actively and responding promptly to needs - can have a major impact on your influence with clients.
Stop pitching your add-on services to existing clients.
Stop pitching your add-on services to existing clients. Instead, here's a much better way to position your work ... and show your value in the process. Educate the client, so they understand the critical challenges they'll face soon. Then talk through potential solutions they might want to
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: 1/ Set unrealistic goals. 2/ Micromanage activity. 3/ Ignore team feedback. 4/ Forget to recognise success. Do: 1/ Make your purpose clear. 2/ Set clear expectations, standards, and
How's your pipeline?
☀️ It's summer. And for consultants who sell Month 2 of Quarter 2. How's your pipeline? Here are 4 tips to take it up a gear ... 1/ Find something worth saying to a client who is struggling right now. That means caring about THEIR business problems and
You decline to answer.
When some people's names come up on a client's phone ... they decline to answer. What are you doing differently tot ensure clients want to take your call?
To win high-value projects you need influence.
To win high-value projects you need influence. But many people mess it up. Because they aren't happy to ... take the initiative ... influence client buying decisions ... Instead, they step back and ... let things take their course. And that's where most sales are lost.