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Sell Conviction

November 5, 2010
Leadership Advisory

The candidate scored high on sociability and was clearly a people person, but she scored low on the expressive scale.  The CEO wanted to know, ‘how can that be?’ Aren’t extroverts naturally expressive?

Building client relationships and influencing the client to buy are two very different skills.  One is about connection and the other is about conviction.

Having a strong relationship with a client is great, but it won’t amount to much if you aren’t absolutely convinced that the client should do business with your firm and buy its products and services.  There is a key moment in the consultative and relationship-based sales process, right before the close, when the client must be reassured that doing business with your firm is absolutely the right thing to do.  That moment pivots solely on you. Be bold.

Being In Control…

...demands self-control The meeting ran late, the taxi took twice the time estimated to arrive leaving 15 minutes to clear security and board my flight.  To my good fortune, there is no line and the security agent is waiting.  This was going to work and hope of making...

Desperation Diminishes

"Desperation is like stealing from the Mafia: you stand a good chance of attracting the wrong attention." Douglas Horton Many capable professionals disqualify themselves from positions of leadership because they appear desperate.  One of my mentors explained that...

Realistic or just stuck?

Pragmatism is basically considered a virtue in the world of accounting, finance and consulting. But there is a risk of being too realistic and over-relying on how you've always done things. My son, who works for a financial firm, shared his recent experience.  A group...