I am a problem solver. I see a problem and I fix it with class and creativity.
I engage to keep in mind:
- What needs to happen for the person in front of me to succeed (personal win) and for his company (business win) to succeed? People love to win – show them how you can make them win.
- Is there an opportunity for me and my client? (Am I speaking with the decision maker? Do they have access to funds, are they financially stable, is there a budget allocated?)
- Can I compete? (Who else is out there? Does the competition have better perceived value?)
- Can I win? (Do I have a trusting relationship? Can I build one? Who are we aligned with?)
- Is it worth winning for me and my client? (Will it be profitable? Will we make money or the profit margin is too low?)
My Selling Value and the one of my Client
¨Value is an improvement to the corporation or business performance to one or more of the following areas:
- Improves Revenues
- Increases Cash Flow
- Reduces Cost
- Increases Profitability and Shareholder Value
- Advances the Corporate Business Initiatives
3 C’s of Consulting rules I follow:
CANDOR: I am straight, I am honest. If I don’t know, I don’t pretend. No deception, no exaggeration.
CONCERN: I focus on my customers and their needs, not on myself or my services. I understand customer problems and why they matter.
COMPETENCE: I know how my services meet customer’s needs. I know how they solve business problems.
The four (4) Stage of my commitment to you, my client
OPENING: Getting started. Positioning
INVESTIGATING: I am asking questions. I understand my customer’s needs and concerns
DEMONSTRATING CAPABILITY: I am showing how I can help
OBTAINING COMMITMENT: I am gaining agreement to the next step
And always …. Situation and Problem Questions: WHY, WHAT, WHEN, HOW, WHY NOT, WHAT IF…
Inspired by Anne-Marie Cordeau assignement on business development