Blog

Hate Selling? Try Doing This Instead

Do you sometimes hate selling? It makes me feel slimy when I have a hidden agenda to sell somebody consulting services. When I try to get clients to buy something I end up subtly trying to manipulate them, and then I feel even worse that I’m not being genuine, not being myself. Can you relate to this? There are whole libraries full of sales books and you’ll find very little about true integrity anywhere. These books dress up manipulation in fancy language and they’re steeped in trickery of one sort … Read More

Four Reasons Clients Reject Your Great Ideas

Every consultant’s been there: You’re ready to present your best recommendations to a client. You’ve got charts, logic, visuals, benefits, a well-thought-out argument, and more. You do your best and put it all out there…and somehow you’re faced with a brick wall. What happened? It’s critical that you’ve done your homework before you present recommendations: You’ve listened well, and understood the client’s short and long-term needs. You’ve learned as much as you can about their business. You’ve verified their criteria for making a decision, and you’ve made sure that you’re … Read More

Five Easy Closes for Consulting Sales

You’ve had conversations with a client. You’ve moved the lead along and now you think it’s time to close new consulting business. What’s the best way to close? Try using old-time sales closes and you’re likely to feel manipulative and even a little slimy. Besides, tricky closes like “The Ben Franklin” and “The Porcupine” (don’t ask) destroy your chance to create the trusting client relationships you need to bring home a successful projects. Here are five easy closes we teach in “The Power of Partnership” training: 1.The Summary Playback Close … Read More

The Disease of Expertise

If you’re like most consultants you love to provide great answers to your clients. And after all, isn’t your expertise what clients are paying you for? Well, yes and no. In our work with some of the largest Professional Service organizations in the world as well as smaller start-up companies, we’ve found a problem we call “the disease of expertise”: consultants like to give clients their best answers before they have even heard the client’s full view of the problem! This is counter-productive for two main reasons: Clients are more … Read More

Can Letting Clients “Have it Their Way” Be Your Worst Mistake?

It’s one of the oldest maxims in the book: “The customer is always right”. It may be true in the world of retail business, but in consulting it can be the kiss of death. Every client wants what they want–and that’s their right. But a “Powerful Partner” knows how to set boundaries to stop “scope creep” in its tracks. Scope creep is the phenomenon of projects growing beyond what an original agreement states, and in the process a once tightly bounded engagement can begin to suck up time, money and … Read More