How to Dramatically Increase Sales by Helping Clients Succeed

It's often difficult to know whether our client is really interested in the solution we've mutually explored. To give us a better sense of the impact of the solution from the client's perspective, we can take away the solution. Another importan

Episode 10: Opportunity: Context and Constraints

Jan 14th, 2008 13m 11s

One person's solution can often present a problem for someone else. When exploring an opportunity, sales people must explore context and constraints to better understand who or what else is affected. This also allows you to create more potentia

Episode 9: Opportunity: Impact

Jan 7th, 2008 28m 8s

Having gathered evidence around a client's problem to be solved or result to be gained, sales people must then gather how this impacts the business of the organization. Without a quantifiable impact, the client may find it hard to see the real

Episode 8: Opportunity: Evidence

Dec 31st, 2007 17m 25s

We need to uncover hard evidence of problems to be solved, the impact of the problems on the business, and the client's desired results to more fully understand clients and determine if we should continue talking to pursue a solution.

Episode 7: Opportunity: Structure the Conversation

Dec 24th, 2007 11m 49s

To understand clients and the opportunity, we need to structure a conversation to get a quick and complete list of the client's key issues; find out what matters most to them; dive deeper for evidence, impact, context, and constraints; summariz

Episode 6: Put ORDER in Sales and Move Off the Solution

Dec 17th, 2007 18m 25s

Beginning with the Opportunity, the first step is to Move Off the Solution so you can fully explore the client's problems and desired results.

Episode 5: Slow Down for Yellow Lights

Dec 10th, 2007 14m 50s

Yellow lights are signals to slow down not speed up. If you sense you're running into a problem with your client, find a way to say it-tactfully.

Episode 4: No Guessing

Dec 3rd, 2007 11m 50s

If your intent is to help your clients succeed, you have the right and the obligation to not guess about the key elements that will determine success for your client. This involves the ability to ask questions, even very hard questions, in a wa

Episode 3: Intent Counts More Than Technique and Check Your Ego at the Door

Nov 19th, 2007 10m 49s

You must focus on your client's agenda and what matters most to them rather than focusing on your agenda to make a sale. This requires you to be clear on your intent and check your ego at the door, so you will be free to do what is in the best

Episode 2: The Importance of Definition of Terms and EQ/IQ

Nov 5th, 2007 8m 34s

To create genuine communication and understanding between people it is important to have clear, common definitions of terms. Its also important to balance communications skills (EQ) with critical thinking (IQ) skills to help us and clients succ

Episode 1: Helping Clients Succeed

Oct 29th, 2007 19m 51s

Helping Clients Succeed teaches you how to become totally client-focused and create profitable business. This program provides the people-to-people, relationship-building and business-thinking skills critical to creating genuine, high-trust rel

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