How to Influence People (Whether Or Not You Win Friends)
We all are confronted with tough prospect and client questions, and even challenges socially and professionally from colleagues, regularly. (Forget about the social media platforms, where anyone with zero experience and less intellect feels comfortable informing you about their view
Breathe
When you learn to scuba dive, the instructor imprints in your cerebral cortex one word: breathe! While it’s counterintuitive to breathe underwater, the instructors explain endlessly, “Never stop breathing. Do not hold your breath. You could die.” Oh. When you’re with a
The Million Dollar Consulting® Mindset for Consultants
We often talk of “thinking big” without bothering to determine what that entails. Herein, some suggestions: 1. Keep asking “Why?” to find the buyer’s larger objectives. “We need a developmental program (Why?) because our sales need improvement (Why?) because we want
Ahoy! Who’s Running this Ship?
I tell every consultant whom I mentor to assume the client is “healthy.” That is, the client isn’t “damaged” until and unless you see evidence that the client is the problem: screaming at subordinates, lying to colleagues, cheating on expenses.
Why Consulting Is So Easy
I use a framing store for the certificates I hand out in sessions such as my Million Dollar Consulting® College. For December's College, my wife took the certificates from the calligrapher to the framer, but the owner told her that
ALAN’S TWELVE DAYS OF CHRISTMAS FOR CONSULTANTS
ALAN’S TWELVE DAYS OF CHRISTMAS FOR CONSULTANTS By Alan Weiss Reprinted from last year at popular request. (with apologies to everyone from the 16th Century and prior) On the first day of Christmas My efforts brought to me, A large dose of self-esteem. On the second day
Differences Between Coaching and Mentoring
What’s the difference between a coach and a mentor? I think the differences are significant. Here are some examples from my upcoming book, Million Dollar Coaching (McGraw-Hill, January 2011): Attribute Coaching
Referral Language
Language to generate referrals in various stages of client interaction (From my new book, Million Dollar Referrals from McGraw-Hill, which will be released in mid-2011.) New Clients, Project Launching • “As we move forward, it’s common for me to request
On-Site Rules for Outstanding Consultants
When you’re with a client, before you depart, try to: • Summarize progress and current status. • Have client agree with positive results to date. • Commit to his or her accountabilities in near-term. • Agree on time and date for next discussion between
On Voting and Beacons
I heard a lyric today, "You can't be a beacon if your light don't shine." (I think it's from Donna Fargo.) Sort of fits in nicely with my philosophies that "If you don't blow your own horn, there is no