The Brief
Permission to fail
There’s a thing about failure in the air. Jerry Colonna just released a Podcast “Fail with Honour”. Seth Godin
Words
The Brief
Are you a fact addict?
To sell consultancy you must influence how clients think, feel and act.
In his brilliant book, Change or Die, Alan
The Brief
Qualification is the secret sauce
A prospective client and I were talked about doubling sales without taking more time. They were sceptical until I told
The Brief
Sales prevention methods and techniques
Let's face it, you want clients to call asking for help. The idea of attracting new clients without
The Brief
Sloping shoulders and Teflon underpants
To sell consultancy successfully you must find prospects with buying authority. In large organisations plenty of people claim they have
The Brief
Five things you can do today to overcome buying inertia
Previously I wrote about buying decisions and what's going on in the client’s mind. Visionary thoughts -
The Brief
Four fears that stop clients buying consultancy projects
If you sell consultancy you’ll know already that desirable project outcomes aren’t enough to seal the deal. You’
The Brief
Work is difficulty and drama.
“Work is difficulty and drama, a high-stakes game in which our identity, our self-esteem, and our ability to provide are
The Brief
Empathy before problem solving
We all know how essential it is that we put ourselves in the clients shoes. So how come we don&
The Brief
Steal this idea. How you can get good at working with others.
Working as a consultant it's important to set people's minds at ease and quickly gain their
The Brief
Minimum viable product and the creative sale
The Lean Startup by Eric Ries presents a method for building and launching new products. It's a good
The Brief
Flight from Shadow
From The Way of Chuang Tzu by Thomas Merton
So he got up and ran. But every time he put
The Brief
When should you not use your expert mind?
My brother-in-law is an accomplished, self-taught, baker and his sourdough bread is amazing. Certainly the best I’ve tasted outside
The Brief
Meetings don't need to be toxic
Mediocre listening. Something I see a lot when working with groups.
Nowadays it seems everyone has a point to make.
The Brief
Beat the FUD factor and reposition to win the complex sale
In part 1 you saw how the FUD Factor (fear, uncertainly and doubt) and corporate politics threatened my sales success.
The Brief
What Big Blue taught me about fear, uncertainty and doubt
I needed a strategy to win against IBM. I wanted to get into one of their major accounts. So, after
The Brief
How outcome framing put a mega-project back on track
Most people can easily tell you what they don't want in a situation - that's negative
The Brief
Here's a different approach to client intimacy
I read about Arthur Aron’s study in the New York Times about a month ago.
It’s entitled The