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Sales prevention methods and techniques
Let's face it, you want clients to call asking for help. The idea of attracting new clients without
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Memos written for consultants Aug 2014 - June 2024.
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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
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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 -
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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’
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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
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Empathy before problem solving
We all know how essential it is that we put ourselves in the clients shoes. So how come we don&
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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
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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
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Flight from Shadow
From The Way of Chuang Tzu by Thomas Merton
So he got up and ran. But every time he put
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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
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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.
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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.
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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
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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
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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
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How to make hard choices
Did you every think you might be making important decisions all wrong? Ruth Chang's 15 minute Ted talk
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3 simple tweaks to improve your initial meetings
A big frustration consultants have is with seemingly eager prospects who never actually commit to a project.
The ugly truth
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Before and After
Before and after photo shots are used to sell a lot of weight loss and exercise programmes. Why? Because they