Communication Skills: Be INTERESTED then Be INTERESTING
“Be Interested THEN be Interesting” is a mantra of ours. We think it’s especially true when you meet someone new for the first time, whether that’s a new prospect, a new colleague, someone else’s...
View ArticleRainmaking – Business Development: How to get your Team involved # 6
How to get your team involved in Business Development #6 Most of us would accept that any services focused practice would generate more business if everyone on the team had both the skill and...
View ArticleRainmaking: Do you want to be a great Consultant?
Do you want to be a great Consultant? We think that great consultants have better conversations with their clients than competitors. This is in addition to the usual banter that you need to have to...
View ArticleThe Challenges of a Rainmaker… #1
Business Development for Services Deliverers : Rainmaker Challenge#1: Getting clients or prospects to respond to your e-mails. The issue surfaces as something like … “I invite clients to have lunch...
View ArticleThe Challenges of a Rainmaker… #2
ALL these businesses are desperate to turn their people into Business Developers. Many face common challenges. This sequence of blogs attempts to help with common issues Rainmaker Challenge#2: Finding...
View ArticleRainmaker Challenge # 3
Services businesses are desperate to turn their people into Business Developers. Many face common challenges. This sequence of blogs attempts to help with common issues Rainmaker Challenge#3: Getting...
View ArticleRainmaker Challenge # 4: I hate marketing my services
We run Business Development Training Coaching and Workshops for services businesses. This sequence of blogs attempts to help with common issues Rainmaker Challenge#4: I hate marketing my services...
View ArticleRainmaker Challenge # 5: Finding the time to Develop Business Revisited.
Services businesses are desperate to turn their people into Business Developers. This sequence of blogs attempts to help with common issues Rainmaker Challenge#5: Finding the time to Develop Business...
View ArticleRainmaking and Selling: Avoiding The Trap-Door Question
So what’s a trap door question, you’re asking yourself. This occurs at the start of a meeting with a new person in a new client. They may well be a little uncomfortable and unsure as to how to start...
View ArticleRainmaking and Selling: Cross-Selling? Are you having a laugh?
X-Selling? You must be joking? You have done the expensive bit… All the research tells you …. Gaining a new customer is 5 to 7 times more expensive than selling to existing clients. You did all the...
View ArticleRainmaking: 7 Rapport gaining Questions
Our recommendation is that before you start to sell yourself, you develop Rapport with your new prospective client. Rapport is that slightly mysterious feeling wen you seem to be getting on really well...
View ArticleRainmaking: 10 Questions to start off your client meetings
We have said before that well constructed, open questions can help us to find out what’s going on for our clients. They can connect us with buyers, understand their needs and what’s important to them....
View ArticleProject Management: Scope Creep and how to avoid it
Project Management Soft Skills : Managing Scope Creep The order was taken a few weeks ago. The contract is signed, and work has started. They said there was a little “slack” left after the negotiating...
View ArticleSales and Rainmaking: Overcoming Inertia
I’d like to venture that the biggest competitor that keeps beating your sales team is called Inertia. That’s the force that makes people sit on their hands and do absolutely nothing. At forecasting...
View ArticleSales and Rainmaking: Socially self concious and reluctant to see Senior Execs?
Are you suffering from a reluctance to spend time with senior executives? Do you find that you are most comfortable with people who you believe are equal to you? Does that mean that you can’t go in a...
View ArticleRealise that it’s you who are giving away free consulting
How to avoid giving away free consulting. If you are a consultant, a consultative sales person or a coach, when you meet a prospect for the first time if you are like many people you are desperately...
View ArticleBusiness Skills: Follow ups vs Stalking? 5 tips
I had a phone conversation with someone seeking a new job and I’m working with them to help them do that. It was about his job search and it went something like this: Candidate: I wrote to him last...
View ArticleSales Training : Why? Why Now? Why You?
I’ve spent many days in Sales Training sessions where the usually very enthusiastic sales trainer has absolutely insisted that in all major sales you have to meet the M.A.N. For the uninitiated that...
View ArticleBusiness Development Training: Focus on your “Home” Dept? Maybe not
Services Deliverers who aim to be Rainmakers usually think that what they really, really want is a relationship with the key person in their “Home Department”. Accountants probably want to pitch to the...
View ArticleBusiness Development Training: Suspects, Prospects, Opportunities…
I thought I’d write a little more about the differences that distinguish suspects from prospects, prospects from opportunities, opportunities from deals and deals from clients. 1. SUSPECTS qualify for...
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