Do Clients Buy the Consulting Firm or the Consultant?
This post is a distinctive take on an article originally published on RainToday. —————————————————– When it comes to decoding the thought process behind certain complex business questions, it’s often prudent to accept that “it depends” is the most concrete answer you will get – and move on to deciphering what “it depends” on. So it is […]
Perfect Pitch in Sales: 9 Rules
The dog and pony show, the beauty contest, the shoot-out. You may just call it “the pitch.” The term is especially common in some industries—advertising, executive recruiting, some law firms—but we all know it. Typically we think of it as an event—a rather formal presentation by several professionals made to several members of the client […]
Question Obsession: The Consultant’s Nemesis
Consultants and salespeople (especially consultative sellers and sellers of consulting) have learned one mantra, and we love repeating it. It is the mantra that says, “Listen first; talk later.” In other words, it’s all about the question. Ask a great question, the logic goes, and all else will fall into place. That is the great […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.