Those Stupid Things Remind Me of You

We all say stupid things. Some of us are lucky enough to have family and friends who straighten us out. You owe it to your clients to point out stupid things, not pretend they weren’t said or are actually legitimate. “You were a great investment for us, but we’re having a tough year so I don’t know if we can renew with you,” is a stupid thing. Do you sell your best performing stocks in a poor market? © Alan …


Publish but Don’t Perish

You know how “It’s not what happens to you, it’s what you do about it”? Well, a corollary: “It’s not that you have a book out, it’s what you do with it.” Stop dreaming that you’re in the book selling business or that you’ve just written War and Peace. Use the fact that a third-party publisher thought enough of your quality to invest in you, and use that to attract buyers and close business. A book is a marketing device. I’ve written …


Owning the Conversation

Stop trying to respond to buyers’ questions as if you’re seeking a good score on the SATs or taking an interview for grad school. Change the conversation toward the direction you need to close business. For example, once you explain what you can do for clients, and you’re sensibly asked, “How do you do that?” respond: “Instead of talking theoretically or about another environment, why don’t we talk about what I can do specifically for you? What are your greatest …


The HR Non-Revolution

This is from someone named Ben Whitter on Linkedin: “The never-ending debate about the future of Human Resources took another major twist as Airbnb, a company valued at $25.5 billion dollars based in the shared economy space, recently announced that they are redefining their HR function in terms of what it is and what it does with the appointment of a new Global Head of Employee Experience to oversee and connect everything to do with their ‘workplace as an experience’ vision, which …


Business Basics

Some things to bear in mind: • The next time you hear a human resources person ask for a result rather than a deliverable, check your blood alcohol level. • The average article posted on LinkedIn is titled something like this: “Six Reasons Why You Can’t Follow the Normal Six Reasons to Run Meetings.” • Culture consists of those beliefs which govern behavior. Culture will not change if the beliefs do not change. (Ergo, “lip service.”) • No ethical person …


Good News/Bad News

The statistics announced this morning from an industry source claim that four out of ten small businesses plan to hire staff in the months ahead. (Small businesses are the sole creator of net new jobs; large companies tend to replace or reduce staffs.) Their biggest challenge? They can’t find qualified people with the skills and attitudes needed for success. I don’t feel the need to comment further.


The Ask

• How can we best work together? • Why don’t I ask a few simple questions and prepare a proposal for you? • What are your budget constraints, if any? • What is the decision making process here? • Can you decide on this unilaterally? • Are there any obstacles to working together we haven’t yet discussed? • What would your ideal future look like as a result of such a project? How many of these are you routinely asking? …


The View From Here

I’m in Newport this week conducting the Million Dollar Consulting® College. Each morning I awake to the beautiful view of the bay leading to the Atlantic. Some mornings it’s rough, some smooth as glass, but it’s always the same vista. If I expected the earth, sea, and sky to somehow change, I’d be daft. Your basic vista each morning is unchanging, in that you need to find clients by convincing prospective buyers of your value to them. That doesn’t change. …


Let’s Talk

Heads will roll in Brussels because government departments didn’t talk to each other to share threat levels and terrorists’ movements. The same phenomenon occurs within your clients. They focus more on talking to their customers than among their own people. The most important best practices are internal best practices. Create the environment in which people can talk to each other and share best practices and valuable knowledge and you’ll improve any organization. © Alan Weiss 2016


Stop Trying to Be Right

Your prospect has an issue that’s been of concern for some time. Don’t try to shine by solving it in 20 minutes in the office. You won’t prove how bright you are, but will probably insult your prospect and also be wrong. Build a trusting relationship. Stop trying to prove you have all the answers. Having the right questions will serve you and the buyer far better. © Alan Weiss 2016