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How prospects view offers and value
Information is cheap. Let's face it everything clients need to know is out there in plain view now.
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Memos written for consultants Aug 2014 - June 2024.
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Business development snippets (for reflection)
Here are some snippets I offer clients. Slow down as you read the list and you’ll probably notice a
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5 ways to avoid the feast or famine cycle
a.k.a. Business development when you’re crazy busy with delivery
I regularly have conversations with consultants who are
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Seal the deal - a lesson in mental toughness
There’s a key distinction between professional sales people and order takers. The professionals aren’t afraid to push a
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What’s happening when a deal stalls?
When one of my mentoring clients asks me about a deal that’s stalled I recommend they go ‘back to
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What is it you do?
There are 4 common mistakes consultants make describing what they do.
The identity parade
“I’m an interventionist not an
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How counting to six improves your prospects
You’ll know from previous articles that asking questions and listening to answers are two of the most powerful tools
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Are your prospects dawdling?
When a prospect dawdles it's because they don't have a sense of needing to take urgent
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How do clients know you're any good?
People are judging things (you) all the time. You’ve probably heard people say that they don’t trust men
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Selling as a team sport ... it's not what you think
We think of team selling as a bunch of consultants working together to win a client, usually lead by a
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Schedule business development time
Whatever is written in your diary today is going to pretty much reflect how you'll invest your time
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Mirror, mirror on the wall ...
Do you take time to reflect on your performance?
If you don't, now is a good time to
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Practice as a powerful tool for sales success
Pick a single new sales behaviour you want to practice and commit yourself to do something every day, for the
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What's the difference between understanding and empathy?
"When I raise the notion of empathy, she dismisses it as being “a very ‘today’ word” (she prefers understanding)
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Build Your Dream Network by J. Kelly Hoey
Great book about having a purposeful networking mindset. Make sure people know the right things about you. Know how you
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Which are the best books on selling consultancy?
"Which are the best books on selling consultancy?" she asked.
"There are lots out there." I
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The relationship frame and business development hokum
There’s a lot of business development hokum out there, especially when it comes to ideas on how best to
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How to alienate prospects
I have an exclusive, priority email address. I only give it to people I know, like and trust.
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