Stop Selling…Become a Subject Matter Expert (SME) Instead!

If you want to build trust and make the prospective client comfortable in confessing their business challenges in order to help them solve these challenges, become a SME on the broader context of your business and your client’s business challenges and the client will ask you for help instead of you asking the client for an order!

UnSelling ™ – Straight out of the Consultant’s Playbook

While at Accenture I recall being struck by how infrequently great consultants actually “sell” in the traditional sense of the word. Did you happen to notice that “close” or “sell” isn’t listed above? The reason: when done well, consulting doesn’t require a lot of pressure or slick sales-oriented tactics – because we build enough credibility and trust to make these techniques unnecessary.

Are You a Go-Getter or a Go-Giver?

This topic is all about helping sales (and non-sales) people to realize that winning new business is not about selling (or “telling”) more aggressively. It’s about changing the nature of the relationship between buyer and seller to one of collaboration.