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Consulting and Coaching Insights

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Outstanding Consultants and Coaches Have These 5 Qualities

 
good coaching

Our previous post How to Be a Rotten Coach, highlighted some of the less desirable traits in a coach. Think you might be an outstanding consultant or coach? Ask yourself the questions below. Put yourself to the test and see how you measure up in these 5 areas:

How to Be a Rotten Coach

 
badcoach

We’re not sure anyone aspires to set up a bad coaching or consulting practice, but in the decades that we’ve been helping entrepreneurs set up successful coaching and consulting businesses, we’ve seen the good, the bad, and the downright ugly.

How to Get Off the “Meeting” Merry-Go-Round: 3 Simple Steps

 
merrygoround

Effective coaches and consultants know that managing their calendars can be challenging. How often do you find yourself on that endless cycle of emails and phone messages just trying to schedule an appointment to meet with someone? Days and often even weeks can go by without that face-to-face meeting you know you need to move your prospect to the next step.

Do You Hate Networking? 3 Tips to Hate it Less

 
business networking

Good coaches and consultants often use networking to build their client base, but not everyone is a natural networker. If you hate networking, you're not alone. Here are three tips to help you hate it less:

Is 2014 All You Thought It Would Be? 6 Small Steps to Get It There

 
consulting success, coaching business

The end of June is coming up fast, which marks
the halfway point in another year. Successful business owners are constantly checking in on their progress toward achieving strategic goals and initiatives. If you’ve been a little lax in reviewing your business results, the halfway point in that successful year you planned to have when you reviewed your goals at the end of 2013 is a good place to start your evaluation.

It’s time to begin your mid-year check. If you are one of those successful business owners who constantly review results and are satisfied with your progress, please don't read the rest of this post ... you’re obviously just where you want to be.


3 Categories of Questioning Successful Consultants Should Memorize

 
consulting questions

Great consultants ask good questions!
Which three measurements give the best sense of a company's health? Whether they're talking to the business owner of a multi-site, multinational organization, or the owner of a corner store, there are three critical measurements that denote the overall health and well-being of any organization: employee engagement, customer satisfaction, and cash flow. 

No company, small or large, can remain competitive in their chosen market without employees who believe in the mission and know what they need to do to achieve it. That's why it is critical for all companies to measure the level of employee engagement at least once a year ... anonymously. And they should be looking for more concrete information than finding out if they like the coffee in the employee lounge. In fact, that question shouldn't be anywhere near an employee survey! Stack that question against the wealth of information available if they’re asked questions about:


Do You “Show Up and Throw Up” on Your Prospects? Part IV

 
buying selling process

Our last three posts “Show Up and Throw Up” Part 1, Part 2, and Part 3 shared the importance of following all the steps of the buying/selling process when working to gain a new client. You’ve already received “green lights” through the Introduction, Gaining Favorable Attention, and Discovering Wants and Needs steps. Are you ready for the home stretch?

Do You “Show Up and Throw Up” on Your Prospects? Part III

 

Our last two posts Do You "Show Up and Throw Up" on Your Prospects? Part I  and Part II
shared the importance of following the specific steps of the buying/selling process. Bringing your prospect with you through each of these critical steps is the key to success in sales:

  •  Introduction
  •  Gaining Favorable Attention
  •  Discovering Wants and Needs
  •  Presenting Benefits and Consequences
  •  Getting Commitment
  •  Follow Up/Execution 

We’ve shared the importance of properly introducing yourself and what you do with prospects, along with how to gain favorable attention from them. Next is the all-critical step, Discovering Wants and Needs.


Do You “Show Up and Throw Up” on Your Prospects? Part II

 
iStock 000005218304XSmall resized 600

In our last post, Do You "Show Up and Throw Up" on Your Prospects? Part I we shared the importance of listening to your prospects instead of talking AT your prospects. Mastering the art of the buying/selling process is key to your success in sales. Here again, are the individual steps of this all-important process:

Do You “Show Up and Throw Up” on Your Prospects?

 
pushysalesman2

Whether you are a salesperson, a coach or consultant, or a
small business owner prospecting for your next deal, if you approach your potential clients with a “show up and throw up,” cram it down their throats style of selling, there’s no faster way to get shown the door. If, however, you wish to create long-term relationships and create loyal customers, learning a detailed buying/selling process will help you.

There are specific steps you can follow to ensure you are connecting with your prospects in the right way and at the right time. In our experience we see salespeople try to close too early and skip steps in the Buying/Selling process. The following steps provide a solid foundation and secure checkpoints that will help you achieve your sales goals:


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