Month: March 2016
Fighting Resistance and Listening to your Muse: The War of Art by Steven Pressfield
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The War of Art by Steven Pressfield is an oft-cited book for any ‘artist’ to read. While Pressfield mainly talks about a more typical artist in the book (painter, sculptor, writer…) I extend this to anyone doing creative work. Even those writing code. In The War of Art, Pressfield attempts to address the invisible force…
If you want your questions with prospects to flow – it takes prep
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This month we talked about a few questioning methods. I hope you did your practicing because without it you’re not going to get better at delving deeper with your clients. The thing is, you can’t just use a single method of questioning — you need to get comfortable enough with the different methods to flow…
Learning to Flow between questioning methods with clients
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We’ve spent the month talking about questions to ask clients and how to ask them. One thing to remember is that you don’t just use one method for the whole call, that’s going to sound wooden. Use all of them and learn to flow between them. Maybe start with the 5 Why’s and then when…
You already have Enough: A look at contentedness with Patrick Rhone author of Enough
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Are you content? I don’t just mean with your earnings or family or relationships, but I mean with everything? Do you feel you’re ‘famous’ enough? Are you happy with the number of pants and shirts you own? Alternatively, are you just waiting for the next released T-shirt from whatever your favourite band is? Are you…
The five Ws you need answered by a prospect
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You’ve probably heard of the Five W’s (and one H) before. If you don’t remember them, let’s review them — or at least a variation of them you can use with prospects. Who is responsible? or Who is the buyer? What needs to happen? Where do we expect to see change? When does the project…
The Questions you need answered before you get on the phone with a prospect
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There are a few questions you need answered before you even get on the phone with a prospect. This is all part of vetting prospects to make sure they fit your ideal client profile. Watch today’s episode to hear what my required questions are. Why I require my initial questions answered Effective Client Email
Is Happiness an Advantage? Looking at The Happiness Advantage by Shawn Achor
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We all know people who are generally happy and others who are generally unhappy. Some people just seem wired to be one or the other. The happy ones remain so, despite the tough world that sometimes wages around them, while the unhappy ones could win the lottery and be upset that they had to spend…
Show interest in your prospects’ problems with echoing questions
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When your prospects read your proposal they want to read about their problems — in the words they use. When your prospects talk to you before a proposal they want to hear their words coming out of your mouth. They want to hear their business problems and know that you’re interested. They want to feel…
The Big Bad Budget Question
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This is the question that strikes fear in to many consultants. I get’s down to the core of any feelings they have about being an imposter. It’s the question: “So how much do you have to spend on this?” You shouldn’t be afraid to ask this watch today’s episode to find out why.
Reviewing the Art of Work by Jeff Goins
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Do you have a calling? Maybe ‘calling’ is too heavy a word and you can’t relate to it. Do you have a purpose? Or maybe a better question is, do you know your purpose? If you’re not sure yet then do you have any idea how to find it — or are you simply adrift…
