From the very first year I began working with advisors on consultative skills (1997), my workshop participants have asked me, “What are the best questions I should use in my discovery meetings?” The internet has an answer for you – 497 million answers. That’s the number of results from a recent Google search for “top […]
Category Archives: Consulting Skills
05
Nov
Nov
Imagine this scenario: Your closest female friend just got engaged – to a complete loser. He’s not a very nice person, and he’s clearly not good for her. You see it, her other friends see it, her family sees it – marrying that loser is a mistake that could cost her thousands of dollars and […]
04
Nov
Nov
Have you ever heard someone say, “This is just my two cents’ worth, but…”? When you hear this phrase, what does through your mind? Are you looking forward to what comes next? Or bracing for it? The phrase, “two cents’ worth” (or “two cents”) first appeared in the New Testament as an example of commitment […]
03
Nov
Nov
About ten years ago, I hurt my knee playing basketball. Having torn an ACL in my twenties, I recognized the familiar “pop” – I was fairly sure I had done it again. My regular orthopedist was not available, so I made an appointment with a different doctor at a well-respected clinic. The doctor (let’s call […]
02
Nov
Nov
I was at a friend’s house for dinner the other night, and I asked my hostess, “Do you please have some ibuprofen I could use for my back?” “Sure,” she said, “How many do you need?” “I usually take four.” My hostess went to the bathroom and came out with a paper cup containing…two ibuprofen […]
01
Nov
Nov
Click here for the First Assumption and the Second Assumption. Here’s a (non-autobiographical) tale about the Third Assumption that happened several years ago, but remains timeless: Once upon a time, I introduced my friend Laura to my friend Chris (fake names!). Laura and Chris dated casually at first, then more seriously, then very seriously. They […]
29
Oct
Oct
True story: I recently sat down to work with an advisor who was planning for an initial meeting with a prospect. When I asked about what call outcomes were possible if the first meeting went well, the advisor said “of course” presenting recommendations would be the next step. When I asked why, they replied, “Well, […]
28
Oct
Oct
Are referrals REALLY the lifeblood of your business? A lot of sales training proposes to teach you the art of asking for a referral. One phrase many of them have in common? “Referrals are the lifeblood of my business…” The statement is usually directly followed by an ask. First of all, don’t do this exclamation […]