Solution. Problem. Motivation. Many times, I see people frame their “ask” of clients in this order. Right out of the gate, they speak about a great service or product they’ve come to discuss. They move next to saying that the solution will fix a problem the client has. And lastly, they will relate that solution to […]
When someone openly criticizes your work, at least you know where they stand, directly. But someone who uses indirect expressions of blame, upset, or complaint can grate on anyone. This passive-aggressive behavior can create an atmosphere of constant stress, doubt and fear, which I’ve never seen lead to good things. Rather, the result is a team […]
Many factors come into play at a sales meeting, and it’s impossible to control them all. But, one you CAN control is the timing of the agenda. By stating clearly at the beginning of the meeting exactly what you intend to do and how long the process will take, and then getting agreement to it, […]
They are common, every day words that seem harmless. Casual words thrown into your client/customer communication. Often, we don’t give them much thought. But the following five words (and words like them) are killing your position of strength with your clients. How many are you using?
I often coach executives who are preoccupied with their image and how they’ll be perceived by their teams, the public etc. This is very understandable. All of us are concerned about how the public sees and hears us at some point. Here’s a secret though…whether it’s mission critical or not, your message is best appreciated […]
The Boy Scouts and I share a common, urgent message that we have been delivering for years: Be Prepared! We live in a “need it now” culture. Too often, that means not doing the preparatory work needed before you talk with a potential client. “I just don’t have time” is what I hear most often. […]
I’m struck at how often people unknowingly forget to find and/or understand a client’s personal values. Without knowing these values, how can you tailor your recommendation, lead a team or recommend a change? Here’s a hint…it’s all in the listening. (sound familiar?) Yeah…I’ve posted previously about listening first! Your Values May Not Be Their Values Generally […]
A bold statement. And it was said to me by a prospective client at our first meeting! As I heard him say this I was slightly taken aback and countered with, “That’s great to hear. I’m curious, though, what’s one skill you’d like to strengthen as we look at our potential collaboration together?” He said, “I never […]
This is part three of a three-part series designed to help you plan your leadership and get your team ready for 2017. The other articles are focused on Looking Back to Move Forward and Creating Your Mission Statement. Now that you’ve studied what’s worked with your organization, critically reviewed your go-to-market strategy and established your […]
Dorothy in the “Wizard of Oz” movie famously proclaimed to her dog, “Toto, I’ve a feeling we’re not in Kansas anymore.” Well, neither are we! In these transformative times, it’s essential to insure that your mission statement mirrors the direction in which your organization must travel. Your mission statement from two years ago needs to be […]
